Channel partner insights
Practical guides and best practices for IT vendors building and scaling their partner programmes.
How to Structure MDF for Your Channel Partner Programme
Most vendors offer MDF. Most partners never claim it. The money sits unspent while the vendor wonders why partners are not running events and the partners wonder why the process is so painful. Here is how to build an MDF programme that actually gets used.
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.
Partner ManagementPRM 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.
Partner ManagementWhy Your Channel Partners Aren't Registering Deals — and How to Fix It
You've signed up twenty partners. Three of them are actively registering deals. The other seventeen signed the agreement and disappeared. This is the most common problem in channel management, and it's almost always fixable.