Partner Strategy Network Podcast

Some might think it's a good idea to meet with the Partner Alliance team when you want to build a strategic partnership with a large organization. Turns out this is usually a bad idea. Check out this episode to hear why, learn who you should be targeting, and how to do it!

Come join the discussion on the Partner Strategy Network LinkedIn Group

Partners come in many flavors and some types may be better suited for your business than others. For example, do you need to ramp up your services partners or double down on strategic product partnerships? Check out this episode to learn what to look for to help determine the best mix of partner types for you.  

Global Systems Integrator (GSI) partners are the giants of your partner portfolio. Although it can take a big effort to get one of these partnerships off the ground,  the results can be a game changer for your company. Check out this episode to hear how to get started with engaging GSIs.

Join the discussion on the Partner Strategy Network LinkedIn Group

When you're working toward securing large strategic partnerships, you'll want to pursue several at once.  How can you prioritize them to make the most of your time? In this episode Mark Sochan outlines a prioritization exercise and worksheet from his book, "The Art of Strategic Partnering: Dancing with Elephants." You can use this approach to help identify the best opportunities to focus on.

Download the Strategic Partner Prioritization Worksheet

Join the discussion on the Partner Strategy Network LinkedIn Group

Should you terminate the relationship if your partners aren't producing? What are the advantages and disadvantages of cutting ties? Check out this episode for a couple different perspectives on when to ride it out and when it's best to terminate.

Download the Partner Termination Reference Card

Join the discussion on the Partner Strategy Network LinkedIn Group

Channel conflict can be highly disruptive to your partner business. However, in many cases it's an unavoidable part of maximizing your business across multiple channels. Check out this episode for an intro to channel conflict and what you can do to minimize it.

Download the Channel Conflict Reference Card

Join the discussion on the Partner Strategy Network LinkedIn Group

When working with Global Systems Integrators you'll often need to consider setting up a Center of Excellence. We spoke with enterprise software partnership expert, Alan Ota, who explained what this is all about. Listen in as he explains what this is, how to scale your results, and shares some pitfalls to avoid.

Come join the discussion on the Partner Strategy Network LinkedIn Group!

Partners may ask you for an exclusive right to sell your products, sometimes limited to a specific geography. Should you do an exclusive deal? Check out this episode for a discussion of the pros and cons.

Download the quick reference card on partner exclusivity

Join the discussion on the Partner Strategy Network LinkedIn Group 

Many people ask us what's the difference between and OEM and a Resale partnership. Aren't both partner types reselling your software? Check out this episode to hear the key differences, advantages, and why these can be controversial.

Download the Reseller Comparison with OEM Reference Card

Hear what kinds of partnerships are popular in enterprise software, how those partners make money, and when to use each type.

Download the Partner Type Reference Card