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Partnerships leader reviewing work from one shared AI team that supports every partner manager in the program

One AI Team for Your Partner Program, Not One Per Partner Manager

Giving every partner manager their own AI tool doesn’t add up to a program. Here is why one AI team, with shared data, shared rules and human approval, works better, and how to bring your own agent.

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Editor's Picks

Partner Channel Marketing: What It Is and How It Works

Short answer Short answer: Partner channel marketing is marketing you run with and through your partners to reach their customers, instead of only marketing direct to your own. It covers co-branded campaigns, through-partner demand generation, market development funds, and partner enablement content, and it works when it is tied to a sales motion and to […]

Channel Marketing Best Practices That Actually Work

Short answer Short answer: The channel marketing best practices that hold up are the ones that tie every joint activity to attributable pipeline: a real joint value proposition, funds tied to outcomes, plays that fit the partner’s audience, agreed lead routing, and attribution that shows what produced. They work because they treat channel marketing as […]

Partner Marketing Program: What It Is and How It Works

Short answer Short answer: A partner marketing program is the structured way you plan, fund, and run demand generation together with your partners so both companies create pipeline neither would create alone. It works when the joint activity produces attributable pipeline and both sides can see it, and it fails when it turns into logo […]

A partner operations lead and a partner rep reviewing a partner portal on a laptop, deal-registration screen and a short onboarding checklist visible, deep navy and warm amber palette

Partner Portal Best Practices for 2026

Short answer Short answer: Partner portal best practices come down to one principle: build the portal for the partner’s next deal, not for your org chart. It should make three things effortless, registering a deal, finding the one asset that helps this week, and seeing what the partner earns, and it should hide everything else, […]

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Two partnerships reps from different companies comparing customer and prospect lists on a shared screen showing overlapping accounts highlighted, deep navy and warm amber palette

What Is Account Mapping? A Clear Definition

Short answer Short answer: Account mapping is the process of comparing two companies’ customer and prospect lists to find where they overlap, so partners can see shared customers, shared prospects, and warm paths into accounts neither could open alone. It turns a vague sense that “we probably have customers in common” into a specific, actionable […]

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Two colleagues review a document on a conference table, discussing work together in a bright office.

B2B Partner Onboarding: Build a 90-Day Ramp

Short answer Short answer: B2B partner onboarding is the structured 90-day process that turns a newly signed partner into one that actually sources and closes deals. It works when you run it as a ramp to first revenue, not a document handoff, with named owners on both sides, a first-deal target, and a weekly check […]

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A channel operations manager walking a new reseller through a five-stage onboarding process on a wall board, with portal access and deal-registration steps checked off, deep navy and warm amber palette

Channel Partner Onboarding Process: A Playbook

Short answer Short answer: A channel partner onboarding process is the ordered sequence of stages that takes a new reseller or integrator from signed agreement to first sourced deal, with a named owner and a concrete artifact at each step. It works when it is a documented five-stage flow with dates, not a folder of […]

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A partnerships leader and a finance partner at a desk designing a channel compensation plan with a margin-and-spiff table and a partner tier ladder printed in front of them, deep navy and warm amber palette

Channel Sales Compensation Plans That Work

Short answer Short answer: Channel sales compensation plans are the margin, incentives, and rewards you use to get partners and their reps to sell your product instead of a competitor’s. They work when they pay for the behavior you actually want, sourcing new deals, not just fulfilling ones, and when the reward is simple enough […]

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A solution integrator consultant and a vendor partner manager walking a client stakeholder through a combined product-and-services solution on a screen, integration architecture and account name visible, deep navy and warm amber palette

Solution Integrator: What It Is and How It Differs

What a solution integrator is Short answer: A solution integrator is a partner that assembles multiple products and services, often from several vendors, into one working solution for a client and takes responsibility for the whole outcome. It differs from a plain reseller because it owns the design and delivery of the combined solution, and […]

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A channel manager explaining a TSD distribution model on a whiteboard to two colleagues, boxes for vendor, TSD, and agent drawn in a chain, deep navy and warm amber palette

What Is a TSD? The Technology Services Distributor

What is a TSD Short answer: What is a TSD comes down to one role: a technology services distributor is the aggregator that sits between technology vendors and a large network of independent agents, giving those agents access to many vendors’ services through a single relationship. It handles supplier contracts, commissions, and enablement so agents […]

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A partnerships leader and a RevOps analyst comparing PRM system options on a wall monitor, a deal-registration pipeline and vendor shortlist visible on screen, deep navy and warm amber palette

PRM System: What It Is and How to Choose One

What a PRM system is Short answer: A PRM system is partner relationship management software that administers your partner program, giving you a partner portal, deal registration, enablement content, and reporting in one place. It handles the administration of partnerships well, and it does not, on its own, produce partner-sourced revenue. I want to be […]

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A partner marketing lead and a finance partner reviewing a printed spiff payout table against sourced deals on a laptop, approval column visible, deep navy and warm amber palette

Spiff Program Management: Incentives That Pay

What spiff program management actually is Short answer: Spiff program management is the practice of designing, running, and measuring short-term incentives that pay partner reps for a specific behavior you want more of. It works when the spiff rewards a clear action tied to revenue and pays fast, and it fails when the rules are […]

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A channel partner manager and a reseller principal running a joint pipeline review, a partner-sourced deal list and quota-attainment chart on the monitor between them, deep navy and warm amber palette

Channel Partner Manager: Role, Skills, and What They Do

What a channel partner manager is Short answer: A channel partner manager is the person who owns a set of partners that resell, refer, or co-sell your product, and who is measured on the revenue those partners actually source. They are a quota-carrying seller whose customers happen to be other companies, not a relationship host […]

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