Partner Engagement

An essential component of any true partnership is the engagement between partners. Without working together, there really is no partnership

Why are QBRs so valuable for Partners, Channel Managers, and Senior Channel Leaders?

QBRs are the hub-of-the-wheel of any strong partnership. However, they are rarely done, executed poorly, and take lots of effort.

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What is the relationship I should try to establish between my company and my channel partner’s company?

We call them "partners" for a reason. Partners share a tangible interest with us. We make money when they make money.

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What is a partner engagement manager?

Partner engagement managers are the tactical connection between partners and enablement resources that help them gain expertise.

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Should I be looking to conferences, trade shows, and conventions as opportunities for partner engagement?

Absolutely, conferences, trade shows, and conventions are great opportunities for partner engagement.

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Should I be looking to conferences, trade shows, and conventions as opportunities for partner engagement?

Absolutely. Great relationships are built on shared experiences. Shows can be an opportunity to connect in-person.

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How do you know when you’re engaging effectively with channel partners?

You know you're partners when you've become friends. You are on a first-name basis.

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How do you get mindshare – and sales – when you’re not your channel partners’ top featured brand?

When you’re not one of the usual suspects, it can be hard to get the mindshare and sales you need. So how do you overcome this obstacle?

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How do I increase partner mindshare?

Demonstrating how your products can significantly increase the sale of partners' own services makes your product more attractive.

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How can I engage larger channel partners?

Most partners are open to considering any vendor-partner who is willing to provide new servicing opportunities, training, and more.

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How can I create a deeper engagement with my partners, and enable my partners to also engage with each other?

If you aren’t engaging regularly with your partners, it can be challenging to know what they are thinking.

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Do channel partners expect me to have an exclusive engagement with them within their markets?

Those that expect it are the ones you should not accept into your channel program because they can limit your business unfairly.

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