Channel partner insights
Practical guides and best practices for IT vendors building and scaling their partner programmes.
How to Build a Channel Partner Programme That Actually Drives Revenue
A step-by-step guide for IT vendors — covering partner tiers, deal registration, MDF, commissions, and the technology you need to manage it all at scale.
PRM vs CRM: What's the Difference and Do You Need Both?
Most IT vendors already have a CRM. So why would they need a PRM too? Here's what each system actually does, where they overlap, and why using a CRM to manage channel partners usually ends in frustration.
Partner ManagementWhat VARs Actually Expect From Vendors (And Why Most Fall Short)
Value Added Resellers have options. They sell hundreds of vendors across dozens of categories. Here's what separates the vendors that earn real mindshare from the ones that stay buried in the price book.
Channel StrategyInside Enterprise VAR Relationships: What 15 Years at the World's Largest VAR Taught Me
Most vendors think they understand how large VARs work. Most are wrong. After 15 years inside one of the world's biggest, here's what's actually happening when a vendor's name comes up in a sales conversation.