2024 Partnerships Industry Prediction
As we stand on the cusp of 2024, it’s essential to take a step back and analyze the evolving market dynamics from a macro perspective. The landscape of sales and …
Partnerships Success Lifecycle
The Partnerships Success Lifecycle is an executive view of the leading indicators of a successful partnership program. It is a circular motion that continuously repeats itself. The infographic below captures …
The Hip Pocket
In business it’s always good to have a few options in your hip pocket. As a sales professional you always want to lead with your own assets, but sometimes your …
P-Cards, V-Cards, Payables…What’s The Bottom Line?
The bottom lines is that you’re likely leaving money (big money) on the table if you’re not “right-sizing” your accounts payables (AP). You likely have a mix of suppliers and …
Protecting vs. Driving Revenue
When it comes to partnering we are so often focused on driving revenue that we forget about the importance of protecting revenue. You’ve made significant investments in acquiring and maintaining …
The Hunt
Sorry direct sales professionals, you can stop reading now as this post is geared toward partners…unless you’re interested in duplicating yourself and working smarter instead of harder (or maybe both). …
Is a Partner or Alliance Manager a Hunter?
I recently had a conversation with an executive recruiter and given my experience and level of contacts he asked me why I never pursued a direct sales role as a …
Overcoming Budgetary Barriers
I’ve discussed this topic in a couple of other thought streams, but I’d like to come back to it. If you’re a sales professional carrying a quota, overcoming budgetary barriers …
Cloaked in Bliss
I recently wrote a “Thought Stream” titled “Winning the Lottery“. This was about a very personal struggle me and my family were (and still are) going through. There were some …
What Does an Alliance or Partner Manager Do?
I was on a call with a friend and former partner yesterday and kind of stumbled around this question. What does an Alliance or Partner Manager do? You can read …