Blog
Structuring a Partner Program to Get the Partner Behaviors You Want Part 1
If you’ve ever had a spiff program not work the way you’d hoped, you already know that partners can behave in completely unexpected ways… Or are they really that unexpected? With a little forethought,…
melanie
June 6, 2012 • 2 min read
Structuring a Partner Program to Get the Partner Behaviors You Want Part 1
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 moreThe 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
FAQs About Partner Relationship Management (PRM)
FAQs About Partner Relationship Management (PRM)
Launching an indirect channel sales program is exciting, but I can tell by the questions I get from customers that this is an area that’s regularly underestimated in terms of planning and resources re…
melanie • 3 min read
How to Minimize Indirect Sales Channel Conflict
How to Minimize Indirect Sales Channel Conflict
Notice the title isn’t “How to Prevent Indirect Sales Channel Conflict.” That’s because, unfortunately, conflict within a partner program is pretty much unavoidable. But accepting that on the front e…
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