Partner Sales

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:

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...

In the world of tech companies, there is no single "right" way  to structure a Partnerships organization. Every company operates...