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Thoughts, Best Practices, Guides

A collection of articles and resources capturing ideas, experiences, and tested points of view

Partner GTM podcast

October 9, 2024 Podcast deep dive into the problem of "We have great people" not working as a GTM strategy. Its 'table stakes.'

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"We have great people" is not a GTM strategy

October 8, 2024 This is Captain Obvious, but I need to say "We have great people" is not a go-to-market strategy. As an ISV, service provider partners need to think about how you Articulate their Focus.

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Collaboration podcast

October 4, 2024 Podcast deep dive into a collaboration point of view. Partnership with a capital "P"

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Working with Partners podcast

September 21, 2024 A podcast deep dive discussion into the Sales Enablement curriculum on working with partners.

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Working with Partners

September 16, 2024 Generic PDF used in direct sales enablement sessions for working with and co-selling with partners.

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Partnership vs Channel podcast

September 12, 2024 A conversational podcast-like discussion on how a true Partnership isn't the same as a Channel.

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Partnership and Channel are not the same thing

September 10, 2024 For enterprise products, in my experience, the traditional idea of a channel doesn’t apply. For this type of organization, a real Partnership is ideal… and in fact a close cooperation that looks like co-selling can drive significant growth and scale. Check out the article below for more details.

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Partner Activation podcast

August 27, 2024 A conversational podcast-like discussion on Activation, onboarding, and related topics.

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Partner Activation - Are you doing it wrong?

August 27, 2024 There is a lot of excellent content and thought leadership on LinkedIn about maturing partner programs and processes. Not enough is said about where it all starts... onboarding. In this article I share my thoughts and experiences that have driven great results to Activate Partners.

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