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A vendor partner manager and a distributor sales lead resolving a channel conflict across a conference table with a deal registration list and rules of engagement printed between them, deep navy and warm amber palette

Channel Conflict: What Causes It and How to Fix It

What channel conflict is Short answer: Channel conflict is what happens when your direct sales team and your partners, or two of your partners, compete for the same customer or the same deal. It matters because the damage is rarely the one lost deal, it is the trust you lose with the partner who watched […]

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Editor's Picks

B2B Partner Marketing Strategy: To, Through, With

What a B2B partner marketing strategy is Short answer: A B2B partner marketing strategy is the plan for how you market to partners, through partners, and with partners, so partner relationships turn into pipeline rather than logos on a slide. It works when each of those three audiences has its own goal and the whole […]

Channel Partner Marketing Plan: Build the Template

What a channel partner marketing plan is Short answer: A channel partner marketing plan is the written, one-page artifact that says what you and a partner will do together this quarter to source pipeline, who owns each part, and how you will measure it. It turns a marketing strategy into a specific set of commitments […]

Channel Partner Marketing Strategy: Fund the Motion

What a channel partner marketing strategy is Short answer: A channel partner marketing strategy is the plan for generating demand through your partners, using co-marketing, funding, and partner-ready assets to produce pipeline in their markets. It is a through-channel motion you design and fund, not a one-off co-branded webinar you run when someone remembers to. […]

A senior alliance manager in conversation with a strategic partner.

Alliance Manager: Role, Scope, and How to Hire One That Closes

An alliance manager is the person who owns the operating relationship with a strategic partner: the joint motion, the joint pipeline, the executive cadence, and the deal-by-deal field execution. The role is not a single role; it’s a spectrum from co-sell ops to strategic alliance lead. Most alliance manager hires fail in the first 18 […]

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A CRO and a channel leader reviewing a channel sales strategy at a whiteboard.

Channel Sales Strategy: A Framework Anchored in Partner Economics

A channel sales strategy is the operating plan that defines how a vendor sells through partners: which partners, in which segments, with which economics, on which cadence, against which pipeline target. Most published channel strategies are partner-count plans. The right strategy is anchored in partner economics: the producer-consumer ratio, the partner-attached pipeline target, the operating […]

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A partnerships team reviewing partner program structures on an office wall.

Partner Program Examples: Structural Patterns Behind Programs That Scale

Partner program examples are most useful when you read past the logo gallery and study the structural mechanics: tier requirements, deal-registration rules, MDF gates, certification thresholds, co-sell expectations, and attribution policy. The same five or six structural patterns repeat across every successful program, regardless of category or scale. The patterns are what’s portable; the brand […]

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A channel operations lead and a RevOps analyst evaluating a ChannelScaler PRM demo against alternatives on a wall monitor, a printed requirements sheet on the table, deep navy wall and warm amber desk lamp

ChannelScaler PRM: How It Fits, Alternatives

Short answer: evaluating ChannelScaler PRM ChannelScaler PRM sits in the channel-management layer of partner technology, aimed at companies running incentives, deal registration, and partner administration at scale. Whether it fits depends on your motion and program size, not on its feature list. Evaluate it the way you would any PRM: test the partner experience, check […]

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A partnerships leader and a hiring manager marking up a channel manager job description at a desk, a printed role scorecard and partner plan between them, deep navy wall and warm amber desk lamp

Channel Manager Job Description: What to Scope

Short answer: writing a channel manager job description A channel manager job description should scope the role to sourced pipeline and a written partner plan, not to relationship-tending and partner headcount. It defines who owns which partners, what motion they run, and the number they carry. Written as a relationship role, it hires someone who […]

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A frontline sales manager coaching a rep through a deal review.

Frontline Sales Managers: The Forecastability Lever

The layer where forecast accuracy is made or lost, and why most revenue orgs under-invest in it.

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Two professionals discussing a laptop screen at a wooden conference table in a bright office setting.

Nearbound Marketing: What It Is and How It Works

Demand generation that runs through partners by borrowing their trust, measured as pipeline.

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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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