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Partner Operations: What Is It, and Is It Still Relevant in B2B?
Learn why partner operations is so critical in B2B partnerships, how AI changes the work, and what to look for in your first partner operations hire.…
Liz Melton
September 1, 2025 • 14 min read
Partner Operations: What Is It, and Is It Still Relevant in B2B?
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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 moreHow Are People Actually Using AI in Their Partner Programs?
How Are People Actually Using AI in Their Partner Programs?
Learn about 7 use cases for AI in partner programs, with real-life anecdotes straight from teams testing, iterating, and learning what works.…
Liz Melton • 10 min read
Deal Registration Best Practices
Deal Registration Best Practices
The overarching best practice in deal registration is to design your process with partners’ interests in mind, and they’ll register deals without too much prompting from you. If a partner’s relationsh…
dana • 4 min read
Feeding Your Channel Partners High Quality Leads
Feeding Your Channel Partners High Quality Leads
For most things, you get out of them what you put into them. The channel is no different, but too often vendors enter the channel to reduce internal head counts and cut costs, with the idea that the c…
dana • 3 min read
Determining the ROI of Your Channel
Determining the ROI of Your Channel
Everyone is looking to get an ROI read on their indirect sales channel, especially those organizations that are just starting out with a partner program. If you’ve been tasked with managing this initi…
melanie • 3 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 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
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
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