We curate most relevant posts about Channel Marketing on LinkedIn and regularly share key takeaways.

This edition provides a comprehensive overview of the rapid evolution and strategic direction of partner ecosystems and channel strategies within the technology sector, particularly concerning cloud hyperscalers and B2B SaaS. A primary focus is on the crucial shift from manual, time-consuming partner management, where partner managers act as “human APIs”, to automation and AI-driven systems for activities like deal syncing, attribution tracking, and enablement. These sources consistently highlight the increasing significance of marketplaces (such as AWS, Azure, and Google Cloud Marketplaces) as crucial channels for procurement and indirect sales, necessitating operational strategies like Resale Enabled Offers (REO) and robust co-sell motions. Furthermore, successful partnerships are emphasized as requiring internal organizational alignment, a focus on customer success and long-term value creation over simple logo exchanges, and continuous, ROI-focused partner enablement to build trust and drive predictable revenue.

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