partner & affiliate marketing

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Channel Software Tech Stack (2019) — INFOGRAPHIC

Jay McBain November 22, 2018

(CLICK FOR HIGH RES) The channel technology stack is a group of technologies that brands leverage to manage and improve their indirect sales processes and partner programs. Often, the focus of channel technologies is to make difficult processes easier, automate workflows, measure multi-tier activities, and drive more efficient spending, coverage, and partner communication. The channel […]

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Partner Relationship Management (PRM) Comes Of Age

Jay McBain November 2, 2018

Maturing Into A Horizontal Channel Management Platform Aligned With CRM and Marketing Automation Channel and alliance leaders are known to be good jugglers. With the average partner program containing over 90 distinct components, encouraging channel growth while mediating conflict is a complex undertaking. Partner relationship management (PRM) connects the dots between partner planning, recruitment, onboarding, […]

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Dell’s Channel Religion Will Be Tested Moving Forward

Jay McBain May 2, 2018

It was 11 years ago this week that Michael Dell penned the infamous memo declaring that Dell’s crown jewel (direct channel business) was a revolution, not a religion. The very thing that anchored its messaging and competitive advantage over the first 15 years was not an absolute. Back then, it was a lesson in customer […]

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Through-Channel Marketing Represents The Third Stage For Sales And Marketing Leaders

Jay McBain April 25, 2018

  Over the past few decades, sales and marketing leaders have been transforming themselves into predictable, data-driven business units. The CRM stage started in the 1990s and accelerated quickly a decade later with lower-priced cloud offerings. The marketing automation stage began to grow exponentially around 2008 and has reached critical mass in its first decade. […]

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IBM Channel Looking To Boost Pace Of Partners’ Transformation

Jay McBain March 22, 2018

PartnerWorld kicked off in Las Vegas yesterday and, for the first time, colocated with IBM’s Think main event. The 1,000-plus partners who packed the MGM Grand Arena heard some great messaging around simplified programs, reduced contractual requirements, and a direct sales team who was finally getting channel religion delivered through its paychecks. In the hallways […]

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The Channel Software Stack – A Comprehensive (And Critical) Look At The Future Of The Industry

Jay McBain November 6, 2017

NOTE: This is last year’s channel tech stack. Check out the new 2019 Channel Tech Stack here. There has been an explosion of software vendors in the past 10 years. In fact, it has been the fastest-growing segment of the technology industry and a big driver of digital transformation across all 27 industries. (Check out […]

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Office Depot Acquires CompuCom — Is The Third Time The Charm For Retail Diving Into IT Services?

Jay McBain October 4, 2017

As Yogi Berra said, “It’s déjà vu all over again.” Office Depot announced the $1 billion acquisition of CompuCom yesterday, which is a strong pivot into IT services for the 31-year-old retailer. The deal adds 11,500 employees — including 6,000 licensed technicians — and a database of millions of end clients to Office Depot’s 1,400 […]

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Does Your Channel Run In A Silo?

Jay McBain July 21, 2017

I have spent my entire career in the channel. With 75% of world trade flowing through indirect channels according to the World Trade Organization, I’m always interested in seeing how businesses organize, manage, and execute their partner and alliance programs. We know that B2B marketers have been working to break down silos for years to […]

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