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A partnerships leader interviewing a prospective channel partner across a conference table, an ideal partner profile scorecard and a shortlist of partner names visible on a printed sheet between them, deep navy and warm amber palette

Channel Partner Recruitment: A Practical Playbook

What is channel partner recruitment? Short answer: Channel partner recruitment is the process of finding, qualifying, and signing the partners who will actually sell, service, or implement your product. It is the front door of a partner program, and it decides more about the program’s results than any later stage, because you cannot enable or […]

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Editor's Picks

Channel Marketing: What It Is and How It Works

What is channel marketing? Short answer: Channel marketing is the practice of generating demand through your partners rather than only through your own direct team. It equips resellers, agencies, and technology partners to market your product to their audiences, and it measures the pipeline that motion produces. Done right, it turns partners into a demand […]

Partner Marketing: What It Is and How to Run It

What is partner marketing? Short answer: Partner marketing is marketing done with and through your partners to reach audiences you could not reach alone. It spans co-branded campaigns, joint content, referral and affiliate motions, and technology-partner integrations, all aimed at borrowing a partner’s trust and reach. The goal is pipeline that comes recommended, not cold. […]

What Is Channel Marketing? A Clear Definition

What is channel marketing? Short answer: Channel marketing is marketing that generates demand through your partners rather than only through your own direct team. It equips resellers, agencies, and technology partners to promote your product to their audiences, and it measures the pipeline that motion returns. In short, it is marketing that reaches buyers through […]

A CRO and a partner manager reviewing a partner pipeline forecast.

Partner Pipeline: What It Is and How to Build One

The partner-attributed slice of your real pipeline, held to the same forecast rigor as direct sales.

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A partnerships leader reviewing a target partner list.

Partner Recruitment Strategy: A Practical Guide

Targeting the partners worth signing from an ideal partner profile, not from inbound interest.

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A partner manager segmenting partners into tiers at a whiteboard.

Partner Segmentation: How to Tier a Partner Roster

Tiering a partner roster so the partnerships team spends its hours where they actually pay off.

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A partnerships founder sketching a partner program plan at a whiteboard.

How to Build a Partner Program

Sequence four pillars before launching the portal: profile, attribution, activation, and pipeline.

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A RevOps analyst and a partnerships leader reconciling partner attribution data.

Partner Attribution: Models, Pitfalls, and Setup

Assigning credit when a partner sources or influences a deal, with a system finance can audit.

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A partner manager and an account executive reviewing an account plan together at a desk.

Account-Planning Template: A 2026 Framework Partners Will Actually Use

An account planning template is the structured document that captures the named contacts, decision drivers, partner mix, deal mechanics, and operating cadence for a strategic account. The template is only useful if it’s short enough that an AE will keep it updated and rich enough that a frontline sales manager can read it without the […]

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Partner enablement lead reviewing a partner-training dashboard with a colleague in a modern office

Partner Enablement Platform: What It Is and How to Choose

A partner enablement platform is the software layer that delivers training, certifications, sales assets, deal-registration workflows, and co-sell…

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Two revenue leaders comparing partner enablement software options on a laptop in a glass-walled meeting room

Partner Enablement Software: A 2026 Buyer’s Guide

Partner enablement software is the category of tools vendors buy to train, certify, equip, and coordinate external partner reps at scale.

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A partner manager and an account executive working a shared co-sell deal together over a laptop and a tablet

Co-Sell: The 2026 Definition, Motion, and Playbook

Co-sell is a B2B sales motion where two companies plan and execute against shared accounts together, with both AE teams working the deal and both sides…

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A revenue operations leader reviewing partner pipeline and customer pipeline on two monitors at a modern desk

PRM vs CRM: 2026 Comparison and How They Work Together

PRM vs CRM is not a fight; it’s a layering question. A CRM manages internal sellers and direct customer accounts.

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