Partner strategies stall for a reason that has very little to do with partners. When the ideal customer profile stays vague, every channel bet lands slightly off target. Kirsten Newbold-Knipp explains how …
Most partner programs stall because they’re run by deal-makers instead of product managers. Thinking like a PM — researching partner needs, architecting tiers deliberately, prototyping before scaling…
A fundamental prerequisite to achieving cross-functional alignment across your go-to-market functions is establishing a shared vocabulary. When sales, marketing, customer…
A partnership program fails when it operates in isolation from other go-to-market functions. While partnerships operating in a vacuum may generate a trickle of inbound leads, the real leverage…
Most AI projects start with a tool and end with a modest saving. Riaz Kanani starts somewhere else entirely, and the numbers end up looking completely different. Here is what agentic …
Enterprise data warehouses move information in milliseconds, but the people who make decisions from that data are still waiting on a phone call or an email. Rishi Bhatnagar says this gap between ….
While many partner programs still rely on vanity metrics and individual relationships, Ecosystem Alpha applies a Good to Great framework to build partnerships into a repeatable…
Cold calling stopped returning answers, so Blue Triangle tested it properly and got one reply from thousands of attempts. Here is how Lance Buchholz, a CRO, now splits revenue across …
While models like Pareto and Price’s Law tempt leaders to shift away from underperforming partners, cutting off your long tail burns valuable relationships and…
Most B2B SaaS companies treat strategic partnerships as a volume game. Gautham Pandiyan, explains why the ones that actually move the needle require a completely different …