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Inheriting a Partner Program: Advice From 7 Experts
Did you just inherit a partner program? Take it to the next level with advice from 7 experts who have done it before.
Liz Melton
March 27, 2026 • 11 min read
Inheriting a Partner Program: Advice From 7 Experts
Trending Channel Topics
Partner Engagement: What it is and ways to improve it
Partner Engagement: What it is and ways to improve it
Learn practical ways to strengthen partner engagement through better recruitment, enablement, incentives, communication, and feedback.
Read moreWhere to find new B2B Saas Partners in 2026
Where to find new B2B Saas Partners in 2026
Discover practical strategies for finding and recruiting high-value partners that can strengthen your ecosystem and drive sustainable growth in 2026.
Read moreWhat Is a Self-Service PRM?
What Is a Self-Service PRM?
A self-service PRM is key to scaling your partner program. Learn what benefits you can look forward to and how to pick the right one.
Read moreChanneltivity Partners with Relayware to Drive Channel Best Practices
Channeltivity Partners with Relayware to Drive Channel Best Practices
Building a successful reseller channel and continuing to grow it and dial up its performance requires planning, disciplined execution and constant analysis. One of the greatest thinkers of our time Bu…
jason • 2 min read
Is Your Channel Too Much to Handle?
Is Your Channel Too Much to Handle?
With the growth of the channel in the upcoming years, businesses need to build up their channel programs and establish partnerships to drive indirect sales. The challenge that most vendors face is ho…
jake • 4 min read
The Number One Reason Channel Partners Will Sell Your Product
The Number One Reason Channel Partners Will Sell Your Product
When sales management is easier for the channel, it’s easier for you too. Creating and implementing an effective, streamlined process for leveraging your channel partners is the best way to let them m…
jason • 3 min read
Can you give me an ROI on a PRM System?
Can you give me an ROI on a PRM System?
This is a question I get from about 1 in every 10 prospects. Its usually coming from their upper management (who I like to call: the economic buyer). The prospect is the person in charge of launching…
jason • 4 min read
Are You Ready to Dive Into the Channel?
Are You Ready to Dive Into the Channel?
Using the channel model as part of an overall sales and growth strategy is a hot topic—unfortunately in a lot of cases for the wrong reasons. I’d like to clear up a few misconceptions: It’s Not a Fiel…
melanie • 4 min read
Which Comes First – Lead Generation or Partner Recruitment?
Which Comes First – Lead Generation or Partner Recruitment?
“I want to be working with a channel, but which should I be doing first?” This question comes up regularly on LinkedIn groups. It may sound like a chicken and egg question: How do you service leads wi…
melanie • 3 min read
Building the Partner Relationship: It’s a Lot Like Dating
Building the Partner Relationship: It’s a Lot Like Dating
For the sake of this post, let’s assume you’ve already looked carefully at your company’s situation and determined it is, in fact, the right time to start selling through the channel (or you might wan…
melanie • 3 min read
The Beauty of the “Ready, Aim, Fire” Approach to Building Your Channel
The Beauty of the “Ready, Aim, Fire” Approach to Building Your Channel
This bounces off the post we wrote last week, where we explained the three things to consider before shopping for a channel solution. Not getting ready before moving to the “aim” and “fire” phases may…
melanie • 3 min read
Joint Business Planning: A Myth or Necessity?
Joint Business Planning: A Myth or Necessity?
I bet you’re hoping I’m going to say “myth.” No one likes planning, right? But we might as well face facts: joint planning with partners is a critical best practice, and vendors that make the effort a…
melanie • 2 min read
How Do Your Partners Rate?
How Do Your Partners Rate?
Let’s say you’re a VP of Sales and Marketing, and your CEO has asked you to come up with a list of your company’s top go-to-market partners within your indirect sales channel. How would you go about i…
melanie • 2 min read
The Truth about the Magic Hockey Stick
The Truth about the Magic Hockey Stick
It looks so nice on the channel partner revenue graph — a line inclines gradually for a year or so, and then makes a sharp upward turn, the shape of a hockey stick. Everyone thinks their indirect sale…
melanie • 3 min read
The Channel as Search Engine Optimizer
The Channel as Search Engine Optimizer
Five Steps for Dominating SEO Using Your Channel Lets face it: The reason you build a reseller channel is to accelerate your company’s sales ten times faster than you could by building a direct sales…
melanie • 3 min read