Most relationship-driven B2B companies need three tiers. Tier 1 covers the 8 to 15 accounts with the largest current revenue [...]
Published October 20, 2026Ask ten partner salespeople what they used last quarter, then build a short kit around their answers. Make every asset [...]
Published October 19, 2026Through-channel marketing is marketing a distributor or rep runs to its own customers using the manufacturer's content, and often the [...]
Published October 19, 2026A channel partner program sets the business terms of the partnership, such as discounts, territories, tiers, and minimum purchases. A [...]
Published October 19, 2026Include five parts: partner tiers based on revenue and relationship strength, a kit of about seven assets partner salespeople can [...]
Published October 19, 2026A channel marketing program is the set of tools, plans, and routines a manufacturer gives its distributors and reps so [...]
Published October 19, 2026Yes. A small company needs the same five pieces: a one-paragraph definition of a qualified relationship, a written handoff rule, [...]
Published October 19, 2026Hold one 60-minute handoff review each month with both team leaders and the person who owns the handoff. Review the [...]
Published October 19, 2026Track six numbers that follow a handoff to revenue: qualified relationships handed off, the share accepted by sales within two [...]
Published October 19, 2026
