One of the questions I get asked a lot is something that comes after the official channel review meeting. The CRO or Chief Partner Officer has just sat through forty minutes of coverage maps and certification counts, said the right things about the ecosystem’s...
Depending on who you talk to, Partner accountability means two different things. I hear it argued at joint governance forums, partner advisory councils and alliance leadership sessions, usually raised by a Chief Revenue Officer, Chief Commercial or Partner Officer, VP...
Put a Chief Revenue Officer, a Chief Commercial Officer, or a VP of Alliances in front of me and ask how to get partners to execute on strategic initiatives, and the conversation almost always opens in the wrong place: motivation. Is the partner engaged. I hear this...
Ask any CRO, Chief Commercial Officer, or Chief Partner Officer how to drive partner engagement beyond the kickoff, and most will describe the session itself, not the eight weeks after it. That is where the real work of a partner enablement program either takes hold...
One of the most common questions I get asked when working with partner ecosystem leaders is some version of: how do we go about getting partners to prioritise our initiatives? I hear it from CROs and Chief Commercial Officers, VPs and Directors of Partnerships,...
