By now, we understand the importance of partner ecosystems to succeed in today’s market. According to EY, 90% of companies surveyed have or are considering a migration towards subscription and consumption-based business models to meet customers’ needs. The rush to adopt digital technology during the pandemic has exposed a skills…

The readily accessible amount of information online has made it far easier for buyers to gather information independently, meaning partner sales teams have less access and fewer opportunities to influence buyer decisions. According to the 2020 B2B Buyers Survey Report by DemandGen, 77% of buyers indicated that they spend more…

Think about the last time you interacted with a partner. What do you remember about the experience you had with them? Were they able to provide the resources that enabled you and your team to win the opportunity successfully? Did the partner act with a sense of urgency when needed…

Innovation is a way to stay on top of the competition, reduce costs, and bring new products and services to the market more quickly. In partnerships, innovation is our competitive advantage. We recognize that our partners’ and customers’ needs are in constant evolution so, to be successful, we always have…

The last year has shown us that the pandemic has accelerated the digitization of customer interactions by several years. According to McKinsey and Co’s survey, companies acted 20 to 25 times quicker than expected in adopting digital solutions. In the case of remote working, they acted 40 times more quickly…

If you think your recent partner sales training was a success, think again. After the partner launch’s initial buzz wears off, sales reps tend to revert to their habits of going about their workday. As a matter of fact, according to research performed by Gartner, 87% of sales training content…

Ecosystems will continue to be a red-hot topic in the business world, and the COVID-19 crisis has only amplified the importance. While business leaders still consider ecosystems a lever for disruption in their industry and business models, many have yet to see the revenue growth. …

This is the time of year when a flood of end-of-year recap and new-year-predictions arrive. If you’re an avid reader of industry trends and opinion pieces like I am, then you’ve already read a few by now and probably have more bookmarked for later consumption. …

According to a 2019 study conducted by Forrester Consulting, organizations with mature partner programs drive 2x faster revenue growth than companies with less mature programs. Companies that recognize the significance of partnerships and their impact on business outcomes share the same goals across all groups and leverage best practices across…