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When it comes to revenue, one of the most common debates inside sales organizations is “Who should get credit?” On one side, Partner Managers are enabling and developing partners to market, sell, and service products. On the other, Account Executives are prospecting, driving demand with end users, and closing deals. Both roles are critical to growth. Both roles touch the same opportunities. Yet too often, leadership worries about “double paying” on deals. Here’s the mistake:

Operational Excellence in Partner Ecosystems doesn’t happen by accident. It’s built through a consistent commitment to improvement. Too...

Too many companies treat co-marketing as an afterthought. They focus all their energy on product and sales, and then sprinkle in a...

The industry has clung to two words for too long: Partner-Sourced and Partner-Influenced . And frankly, I never aligned with them. They...

There is no such thing as a standard Partner Sales role. 🤷 A "Head of Partnerships" at one company may be the equivalent of a "Partner...

If your Partner Program is still running on spreadsheets and email threads, you're not alone but you're also not set up for scale. A...