Partnerships Unraveled

Send us Fan Mail If you look at the highest valued businesses in the world, a lot of them are SaaS businesses for a reason. That's because fundamentally, at a business level, upsells are one of the best ways to drive consistent success and hyperscale your business.  In this episode, we will dive into the world of upsells. How to train your team to do upsells with the long term perspective in...

Send us Fan Mail Renewals are the reason that SaaS businesses are so highly valued because one of the key metrics they track are NRS and net revenue retention, and you see the insight of your growth. In this way your business keeps on growing over time without you acquiring new customers.  That sounds like music to my ears! In this episode we will dive into renewing opportunities, the differences...

Send us Fan Mail As you might know we kick started our new series about self sustainable partner revenue. Where we talked about how to make sure that your partners can find, close renew and upsell opportunities on their own to create a scalable channel.   In today's episode we're going to talk about closing opportunities, the challenges coming along and worst case scenarios like unpredic...

Send us Fan Mail Welcome to part two of our new five part series. Where Alex & I started with how to enable your partners towards self sustainable partner revenue: in order to close, renew, and upsell end users on their own.  Today we're going to talk about finding opportunities. We previously talked about how revenue drives and engagement, and engagement drives revenue.  That's why...

Send us Fan Mail Because of all your hard work, you've recruited valuable partners. Great!  But now the real work must begin by making sure you keep partners in this motion and guide them to self sustainable revenue.  There is one big reason why big B2B companies sell via the channel and that is the hyperscaling motion and the only way to deliver hyperscale is if you can have a hands-off appr...

Send us Fan Mail The summer is here! The sun is out, it's holiday time and people are excited to take some time to relax.  But what does this mean for your business? In this episode, we discuss how to build a business model with taking the slower seasons into account by measuring it for each region. And give examples of strategic projects that will impact your business in the long term. But r...

Send us Fan Mail In this episode, we shift our focus to the dark side of the channel: your sleeping partners. While we've previously explored strategies for bringing new partners onboard, today we tackle the challenge of reigniting inactive partners and how to transform them into revenue-generating powerhouses again.   We discuss the different types of inactive partners and emphasize the impo...

Send us Fan Mail Join us for the final episode of our five-part series, "Bridging the Partner Recruit to Revenue Gap," as we dive into the dynamic world of co-selling.  Co-selling is the culmination of a successful partnership journey, where recruiting, onboarding, enabling, and marketing come together to teach partners the art of effective selling. It's that important moment when p...

Send us Fan Mail  Want to unlock the power of co-marketing? Listen to the fourth episode of our five-part series about getting new partners to first revenue as quick as possible. This week Rick van den Bosch and Alex Whitford 🔹 talk about : -      How to make marketing pieces relevant and digestible for different audiences -      How to use personalization, segmentation, automation, and tooling f...

Send us Fan Mail Want to guide your freshly recruited partners to revenue as quickly as possible? Listen to the third episode of our five-part series – Partner Enablement : Driving Success in Marketing, Sales and Tech. In the episode, Rick van den Bosch and Alex Whitford 🔹 Whitford discuss the enablement process as a crucial driver for future partner success. And here are top 3 learnings from the...

Send us Fan Mail   Want to increase your conversion rate from recruit to revenue? Make sure you got a killer onboarding.   This week, @Rick van den Bosch and @Alex Whitford are tackling the second part of our five part series about Bridging the Partner Recruit to Revenue Gap (AKA How to get new partners to first revenue as quick as possible?).   And this podcast episode is all about the crucial dr...

Send us Fan Mail A well-designed partner program reduces dropout rates, cultivates deeper relationships, and accelerates growth.  This week, our CEO Rick van den Bosch and our VP of Partners Alex Whitford gave precious tips to build a great partner program: Take a targeted approach to partner recruitment, ensuring partners can contribute to revenue quickly.  Avoid high recruitment rates with low r...

Send us Fan Mail Looking for long-term success in your partnerships? @Rick van den Bosch and @Alex Whitford got you. They couldn’t stop talking about it in the latest episode of our podcast Partnerships Unraveled. Tune in as they deliver their key strategies for channel integrity. Spoiler  : trust in on top of the list. _________________________ Learn more about Channext 👇 https://channext.com/ ...

Send us Fan Mail Eager to achieve a quick time-to-value? Time to value, also known as TTV, in partnerships, measures how long it takes for a newly onboarded partner to achieve their first revenue. Short TTV leads to faster revenue for partners and greater engagement, while a long TTV can result in disengagement and loss of partners. In the latest episode of our podcast, our CEO Rick van den Bosch...

Send us Fan Mail Would you say partnerships are more like a marathon or a sprint? 🏃‍♀️ Our CEO and VP of Partners had a lot to say about this topic in the latest episode of our podcast.  Spoiler: they kind of agreed on the fact that partnerships require a long-term mindset, but with a race sprint mentality.  Tune in as they discuss 🎧 :  + The Importance of partnerships in driving profitability +...

Send us Fan Mail We criticize partners portals all the time... But are there really other options?  Yes! And that’s exactly what you’ll find that out in the latest episode of our podcast Partnerships Unraveled Our CEO and our VP of Partners talk about to shift from a portal to a platform in the channel partner ecosystem and what that entails. Tune in as they cover: + Combining distribution and unm...

Send us Fan Mail What does your partner promised land looks like?  For our CEO @Rick and our VP of Partners @Alex, it looks like : ⭐ Effortless partner recruitment  ⭐ Easy, fast & rewarding partner journey  ⭐ Self-sufficient partners  ⭐ Managing partners at scale  ⭐ Predictable & scalable partner revenue Tune in as they share how to reach every channel manager dream  🎧 Episode 28 of...

Send us Fan Mail In this week's episode of Partnerships Unraveled, our CEO, Rick and VP of Partners, Alex share some valuable insights on how to better align with ISV partners of your channel collaborators.  They emphasize building strong use cases, segmenting aggressively, and targeting a specific niche to create cohesive solutions that provide maximal value to end-users.  Tune in as they ta...

Send us Fan Mail Customer success and partnerships have a lot in common.  👉Both require understanding the needs and goals of the customer or partner and creating a plan to drive towards success.  👉Onboarding is crucial for both, as it is where a plan is created and executed with real-time measurement of milestones to ensure both parties are achieving their goals.  👉Technology is used to help tr...

Send us Fan Mail Looking for valuable insights into how companies can effectively recruit and work with partners to drive success? 🧐 In this week's episode, our CEO and VP of Partners outline the three-phases in partner programs : startup, ramping up, and doing it at scale.  Here are a few takeaways from their conversation:  It is critical to focus on partner-led sales to achieve significant...

Send us Fan Mail Last week, we talked about the issues that come with partner portals.  But if not partner portals... then what? 🤨 This week, our CEO and VP of Partners got into the changes you need to make to leave portals behind and enter the new era of partnership management.  Ready to step up your game? Tune in to listen right now _________________________ Learn more about Channext 👇 https:/...

Send us Fan Mail Partners aren’t coming to your portal? No worries. We got you. This week’s episode of Partnerships Unraveled is all about portals and partner engagement. Tune in as our CEO and VP of Partners talk about : Why less and less partners are actively using portals The benefits of portals, because..yes, there are still some And most importantly, where partner portals are failing If you a...

Send us Fan Mail In today's episode, we have a special guest joining Alex instead of his usual partner-in-crime, Rick.  That's right folks, it's time to give a warm welcome to our very own CTO, Jens van de Graaf!  As they dive into the topic of tech partnerships, Jens and Alex paint a vivid picture of the strengths, weaknesses, opportunities and threats. They'll explore the ins...

Send us Fan Mail No revenue, no attention. This is especially true for partnerships.  If you want to get the attention of your partners, you need to pick the right ones and show them how you could generate revenue together.  👉Stop chasing after high-profile partners without really thinking about whether they're a good fit.  👉Focus on partners who can help you create value for your customers...

Send us Fan Mail With 20 to 30 vendors, partners often lack time and resources to keep up with campaigns.  And that can create blockages.  Whether it’s on the roads, in your lungs, or slowing down your channel...  Congestion is never good.  In this week's episode of Partnerships Unraveled, our CEO and VP of Partners share their tips to get your partners' attention. Spoiler alert 🤫: You...