Insights
Practical knowledge on partner ecosystem management. Written by practitioners.
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Why your partner channel doesn't scale — and what you can do about it
The five most common mistakes organisations make when building a partner ecosystem. And how to fix them.
The 8 dimensions of a mature partner ecosystem
How do you measure the maturity of your partner channel? An introduction to the APEX model and the eight dimensions that matter.
Partner Manager, Alliance Manager or Channel Manager — what's the difference?
Three titles that are often used interchangeably. But the roles are fundamentally different. A clear overview.
Partner churn is structurally higher than direct — here is why
Many B2B software companies see higher churn among customers acquired through partners. That is not a coincidence — it has structural causes that can be addressed.
Fewer than 40% of your partners certified — what that costs you
Partner certification rate is one of the most underestimated indicators of channel health. In this article we show what a low certification rate actually costs.
Five signs your partner programme needs a reset
Many partner programmes were designed for a go-to-market strategy from three years ago. If you recognise these five signals, it is time for a fundamental review.
What an equity buyer wants to know about your partner channel
In an acquisition or investment round, buyers look beyond revenue figures. How professionally your partner channel is structured partly determines valuation. This is what they assess.
When do you need a Fractional Alliance Director?
Not every organisation has the scale or budget for a full-time senior partnership function. But the work is still there. These are the five situations in which a fractional approach is the right choice.
How to design a partner incentive programme that motivates — not frustrates
Most incentive programmes are designed from the vendor's perspective, not the partner's. That is exactly why they have so little effect. Here is how to do it differently.