Impartner Lessons from the Edge

How do you choose the right channel tech to maximize your results? Colleen Matthews has led the successful purchase and implementation of PRM at several companies and shares her expertise based on lessons learned from the front lines. Listen to this episode as she shares key knowledge points for the tech buying journey such as building your business case to get organizational buy-in and which top characteristics she looks for in a PRM solution in order to be successful.

Lessons from the Edge - ASAP President and new Impartner CCAB board member Mike Leonetti discusses the past, present and future of partnering and why automaton is making everything better.

How can you help your resellers, especially smaller ones, build credibility in the market? Sherry Foster of AscendX discusses how providing high quality, thought leadership, effective marketing content to your resellers in a scalable, set-it-and-forget-it manner is a game changer. It also earns the loyalty of your resellers as a distributor or vendor as you are powering the digital customer journey at scale with automated, co-branded content.

What are the telltale signs of a successful PRM implementation? Olivier Choron knows. With more than 25 years of big industry and channel experience behind him, Choron has spent more time reviewing partner automation implementations than arguably anyone in tech. As managing director of EMEA at Impartner, Choron guides customers large and small the world over on how to improve their partner portals. Here, he shares his latest thinking with Impartner Channel Evangelist T.C. Doyle.

Digital transformation and new business models have rendered some things outmoded. Here, Gina Batali-Brooks, founder and president of Is Inspired, discusses program tiers and other channel building blocks with Impartner Channel Evangelist T.C. Doyle.

With $4 billion-plus in annual revenue and more than 21,000 employees worldwide, Vertiv has a significant global footprint in tech connectivity, data use and infrastructure. But a home-grown partner automation tech stack held it back from achieving its objectives with partners. After turning to Impartner, Vertiv scaled to new heights. Learn how Vertiv improved partner satisfaction, sales agility and more in this Lessons from the Edge Video (LFTE). Herein, Martin Coulthard, senior global director of digital customer experience, discusses the company's journey and future plans with Impartner Channel Evangelist T.C. Doyle.

You can do amazing things with Salesforce CRM and Salesforce Communities. But helping partners grow your brand and launch compelling marketing campaigns through partners isn't one of them, says Robb Franks, Director of Sales Engineering at Impartner. In this Lessons from the Edge Video (LFTE), Franks describes the capabilities and use cases for Through Channel Marketing Automation (TCMA), which should be a staple of every channel marketer's toolbox. Franks shares insights on why a capable TCMA can power-up your partner marketing with Impartner Channel Evangelist T.C. Doyle.

Every day, salespeople, marketers and other business professionals Google “How to start a channel.” Even channel veterans seek answers to key questions. Finally, someone has you covered. In this video, Impartner channel evangelist T.C. Doyle and Tenego Academy founder and CEO Donagh Kiernan discuss channel basics for a newly launched series, “Channel 101.” You have questions; we have answers.

After getting by with a home-grown partner automation tech stack, FireMon switched to an Impartner professional partner automation platform. Doing so helped the company scale globally and better serve partners worldwide, says Alex Iversen, Director of Field and Channel Marketing. In this Lessons from the Edge Video (LFTE), Iversen describes FireMon's history and footprint in the channel, and its steps to stimulate more through-channel marketing with Impartner Channel Evangelist T.C. Doyle. Don't miss the conversation.

Regulation. Collaboration. Optimization. If you work in channels management, you have a lot of objectives when it comes to customer data. But are you managing it properly? In this “Lessons from the Edge” video, Cassandra Gholston walks through the opportunities and responsibilities when it comes to working with customer and partner data. Gholston is the co-founder and CEO of Partnertap, a Seattle-area company that helps tech vendors better coordinate sales activities with partners. A member of Impartner Channel Chief Advisory Board (CCAB), she shares practical tips with Impartner Channel Evangelist T.C. Doyle that you don't want to miss.

For more than 30 years, Rod Baptie has been at the epicenter of all things channel in the high tech industry. His Baptie Channel Focus events are must stops for executives, and his Club 50 panel of channel chiefs is one of the most influential and exclusive panels in the information and telecommunications channel industry. A speaker, thought leader and impresario, Baptie is also a member of the Impartner Channel Chief Advisory Board (CCAB). In this LFTE episode, Baptie talks about enduring channel dynamics, the channel's move to monthly occurring revenue, partner automation platforms, partner priorities in a post-pandemic world and more.

World-class technology. Organizational alignment. Clear objectives and strategies. Combining these elements has given Rectangle Health the partner relationship management (PRM) platform of its dreams. Joe Rocchio, vice president of operations, explains his company's digital transformation journey.

If you're new to channel sales or management, or even a seasoned veteran of partnering, you likely have many questions on key aspects of your job. You may even wonder how other channel chiefs at companies like yours operate. In this video, which is part of Impartner's “Lessons from the Edge” insights series, Impartner Channel Chief Advisory Board (CCAB) member Theresa Caragol unpacks commonly held misperceptions. And she would know.

In 2020, when most channel programs' resources have been tightened down, the channel team at Dell Boomi, led by Global Director of Partner Experience Scott Boyd, 10x'd their team's bandwidth. In this episode, learn how this tech giant has harnessed the power of Impartner PRM to amp up its ability to service its partners. 

When you sign into  your Amazon account or your frequent flyer program – it “knows” you.  You've come to expect that personalized, customized, communication and usability in your personal life.  Partner programs that woodenly divide their partners into gold, silver and platinum, are losing out to companies that have consumerized that experience – delivering the right message to the right audience at the right time in the right language.  Learn how giant Honeywell, despite its size, has revolutionized its partner experience to give every partner what they need – avoiding the dreaded “One Size Fits Most” that still plagues many channel programs.  Impartner CMO Kerry Desberg hosts this edition of our customer podcast series “Lessons from the Edge” with Honeywell's Global Head of Channel Marketing, Tim Schneller on how they made this remarkable transformation to take their partner experience to the next level.

Learn how SentinelOne's commitment to partner success has resulted in an engaged partner network that's become a strategic competitive advantage for the company in this crowded space.  Impartner CMO Kerry Desberg hosts this session with SentinelOne's Sr. Director of WW Channel Programs and Operations Brian Kroneman  

When Siemen's Global Director of Partner Communications and Programs stepped into her role, she found a typical partner communications scenario: Multiple tools, multiple formats, multiple languages and endless amounts of manual work.  Listen to this podcast to learn how she turned partner communications on its head – moving the company ahead in the market.

Think you missed the train on digital transformation? Listen to Poly Senior Director of Global Partner Experience, Jennifer Judy, to find out why now is the perfect time for a digital transformation in your channel. In this podcast, Jennifer offers tips and tricks for leading a large transformation and seeing positive results like onboarding thousands of partners, all while going through an acquisition.