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The best advice on building partner programs that produce forecastable revenue.

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Latest Post

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 RevOps engineer and a partnerships manager configuring a partner relationship management platform on a large monitor, the screen showing automation rules wiring deal registration to the CRM, a printed integration map on the desk, deep navy and warm amber palette

Partner Relationship Management Platform: What to Know

What is a partner relationship management platform? Short answer: A partner relationship management platform is the configurable system that runs an entire partner motion, recruiting, onboarding, enablement, deal registration, and reporting, and connects to the rest of your go-to-market stack. It is more than a portal: it is the place you operationalize the partner program […]

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A head of partnerships and a RevOps lead comparing partner relationship management software on a shared monitor, the screen showing a feature matrix of deal registration, onboarding, and reporting, a printed requirements checklist between them, deep navy and warm amber palette

Partner Relationship Management Software: A Buyer’s Guide

What is partner relationship management software? Short answer: Partner relationship management software is the system of record for running a partner program, recruiting, onboarding, enabling, registering deals, and reporting partner-sourced revenue in one place. It does for the indirect motion what a CRM does for direct sales, so partner work stops scattering across spreadsheets and […]

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A partner operations lead and a systems admin reviewing a partner relationship management system on two monitors, one screen showing the partner portal and the other the deal-registration and reporting back end, a printed data-flow diagram on the desk, deep navy and warm amber palette

Partner Relationship Management System: How It Works

What is a partner relationship management system? Short answer: A partner relationship management system is the system of record for a partner program, the single place that holds the partner roster, deal registrations, enablement content, and partner-sourced reporting. It plays the role for the indirect motion that a CRM plays for direct sales, so partner […]

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A partner operations team mapping their partner relationship management tools on a whiteboard, boxes for PRM suite, overlap data, and co-sell connected by arrows to a CRM, a laptop showing a live partner roster on the table, deep navy and warm amber palette

Partner Relationship Management Tools: The 2026 Stack

What are partner relationship management tools? Short answer: Partner relationship management tools are the connected set of systems that run a partner program, the PRM suite at the center, with overlap-data and co-sell layers around it, all syncing to your CRM. They exist so that recruiting, onboarding, deal registration, and attribution operate as one motion […]

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A partner operations lead and a channel manager at a monitor walking through a partner relationship management workflow, the screen showing a partner roster, deal registrations, and a tier ladder, a printed onboarding checklist on the table, deep navy and warm amber palette

Partner Relationship Management: What It Is, How It Works

What is partner relationship management? Short answer: Partner relationship management is the operating discipline, and the software behind it, for recruiting, onboarding, enabling, and measuring the partners who help you win business. It runs the partner side of your go-to-market the way a CRM runs the direct side, giving each partner a defined motion and […]

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A Salesforce admin and a partnerships manager reviewing a partner portal built on Salesforce, one monitor showing Experience Cloud and the other deal registrations syncing to opportunities, a printed architecture sketch on the desk, deep navy and warm amber palette

Salesforce Partner Relationship Management: A Guide

What is Salesforce partner relationship management? Short answer: Salesforce partner relationship management is running your partner program on or alongside Salesforce, using its portal and data layer as the foundation for partner records, deal registration, and reporting. It keeps the partner motion anchored to the CRM that already holds your direct pipeline, so partner-sourced revenue […]

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A partnerships leader explaining partner relationship management to a new manager at a desk, a screen behind them showing a partner roster and a recruit-onboard-enable-measure flow, a printed one-page definition on the table, deep navy and warm amber palette

What Is Partner Relationship Management? A Definition

What is partner relationship management? Short answer: Partner relationship management is the discipline, and the software behind it, for recruiting, onboarding, enabling, and measuring the partners who help a company win business. It is the partner-side equivalent of how a CRM runs the direct sales motion, giving each partner a defined job and giving the […]

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A channel manager pointing at a screen where the acronym PRM expands into partner relationship management, the display showing a partner roster and deal registrations, a new hire taking notes beside a printed glossary, deep navy and warm amber palette

What Is PRM? Partner Relationship Management Explained

What is PRM? Short answer: PRM stands for partner relationship management, the discipline and software for recruiting, onboarding, enabling, and measuring the partners who help a company win business. It is the partner-side counterpart to a CRM, holding the partner roster, deal registrations, content, and reporting in one system so a program can be run […]

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A revenue operations lead and a partner manager evaluating a forecast collaboration solution on a shared screen, the display showing reconciled partner and internal deals in one pipeline view, a finance lead nodding at the committed number, deep navy and warm amber palette

Forecast Collaboration Solution: What to Look For

What is a forecast collaboration solution? Short answer: A forecast collaboration solution is the combination of shared data, agreed process, and the capability to reconcile estimates that lets a company and its partners produce one revenue forecast instead of two conflicting ones. It is less a single product than a set of capabilities, a shared […]

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Two professionals discuss a whiteboard diagram titled 'Partner Forecast Strategy' in a bright office as a colleague reads a document at the table.

Forecast Collaboration Strategy: A Practical Guide

What is a forecast collaboration strategy? Short answer: A forecast collaboration strategy is the deliberate plan for how a company and its partners build one revenue forecast together, defining who is involved, what data they share, how often they reconcile, and how the joint number reaches the planning model. It turns ad hoc forecast conversations […]

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A partner enablement lead presenting a four-stage partner enablement framework on a whiteboard to two partner managers, a partner scorecard and a first-deal timeline pinned beside it, an open office in the background, deep navy and warm amber palette

Partner Enablement Framework That Drives Revenue

What is a partner enablement framework? Short answer: A partner enablement framework is a repeatable model for moving a partner from signed to producing, with defined stages, owners, and measures at each step. It replaces the ad hoc mix of a welcome call, a portal login, and hope with a sequence you can run the […]

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