Blog
(page 5)
2021
July
Creating a 30/60/90 day partner engagement plan
A timeline for partner engagement with expert advice on goal setting, sales collaboration, QBRs, and long-term relationship building.
Partner engagement best practices
Seven best practices from channel experts on engaging new partners, refreshing long-term relationships, and re-engaging inactive partners.
Improving channel partner engagement strategy
Reviewing KPIs, optimizing through incentives and coaching, and focusing on clear partner communication.
5 levels of channel partner engagement
How to improve partner engagement through partner selection, buddy calls, engagement managers, marketing knowledge, and ongoing relationship building.
10 steps to achieve B2B channel marketing and sales alignment
Ten steps for achieving sales and marketing alignment from interviews with channel leaders, covering communication, goals, and measurement.
June
Sales and marketing alignment best practices from channel leaders
Ten DOs and DON'Ts from channel experts on aligning sales and marketing teams for better collaboration and results.
7 steps to build a channel partner marketing program
Seven steps to build a channel marketing program covering brand development, content creation, campaign automation, and deployment.
11 channel marketing best practices for partner engagement
Eleven channel marketing best practices from interviews with channel experts, covering measurement, content strategy, and partner engagement.
Five marketing and sales alignment strategies
Five strategies for aligning marketing and sales teams including tools, training fundamentals, and building relationships.
May
Helping partners achieve sales and marketing alignment
Tips for helping channel partners align their sales and marketing teams around consistent value messaging and customer understanding.
Creating a repeatable partner enablement framework
Ten-step partner enablement framework from industry experts covering training, incentives, collateral, communications, and goal alignment.
9 channel enablement best practices for earning partner mindshare
Nine channel enablement best practices from interviews with channel leaders, covering digital-first selling, incentives, and partner support.
April
Channel partner enablement strategies from direct sales
Five sales enablement strategies that channel partners can adapt from direct sales teams, including case studies, playbooks, and training.
5 tips to avoid channel conflict
Five tips for setting rules of engagement and avoiding channel conflict, including communication, no-surprises strategies, and clear expectations.
Automated partner onboarding: making time for conversations that matter
How to use automation for partner onboarding data collection and tracking while preserving human relationship-building.
March
How to create a channel partner onboarding program that retains partners
Eight steps to channel partner onboarding from welcome kits and kick-off calls to training, resource access, and success measurement.
What partners want from channel partner onboarding
Channel partner onboarding is a two-way street. What partners expect from a successful onboarding program.
Partner onboarding best practices from channel leaders
Nine partner onboarding best practices from channel leaders covering processes, ownership, alignment, training, and tracking performance.
What partner recruits' questions reveal
How letting prospective partners interview you reveals their priorities, from margin focus to marketing interest to long-term partnership potential.
When recruiting partners, seek business model alignment
There has never been a one-size-fits-all definition for channel partner. Identifying the ideal partner business model to align with your own.
January
Partner recruiting during a pandemic
Reading non-verbal cues and paralinguistic communication in virtual partner interviews to compensate for not meeting in person.
Why your channel marketing collateral isn't working for your partners
How to create channel marketing collateral that promotes each partner's unique differentiators.
Your partners thrive on reusable engagement models
Service provider partners often reinvent wheels and miss opportunities. How reusable project designs become profitable.
2020
December
Proving channel value in 2021: Q&A
Webinar Q&A on multi-attribution incentives, cloud programs, helping partners sell remotely, and proving channel ROI.
Focusing on the "manager" in channel account manager
It's easy for partners to exile CAMs who only play "pipeline police." How to become a trusted business partner instead.
May
Full sales funnel management
Why breaking down channel tech silos matters for managing channel revenue from prospecting through close.
Growth marketing evolution and measuring what matters
Moving beyond lead volume metrics to focus on high-intent prospects and providing ungated value to buyers.
Interview with Unifyr's CTO Lionel Farr
A Channel Chatter LIVE podcast interview with Unifyr CTO Lionel Farr on the Unifyr platform and staying ahead of competitors.
April
Unifyr named a leader in 2020 Forrester TCMA wave report
Unifyr earned top ranking in Strategy and 5 of 5 scores in 11 categories in the 2020 Forrester Through Channel Marketing Automation Wave report.
Unifyr named a leader in through-channel marketing automation
Unifyr recognized as a Leader in the 2020 Forrester Through Channel Marketing Automation Wave report.
Building a healthy channel pipeline
Best practices for building a healthy channel pipeline including sales and marketing collaboration, content delivery, and buyer engagement.
Increasing partner engagement
Tactics for driving Through-Partner Marketing efforts and partner engagement during changing market conditions.
Digital transformation for channel partners during COVID
How the COVID-19 pandemic forced channel partners to transform into digital marketers and suppliers to improve their digital communications.
March
CALIFORNIA’S GDPR? CCPA, DATA PRIVACY, AND YOU
The CCPA has rolled out this year. How is it different from GDPR? What companies does it effect? Get the scoop from our data protection expert.
GDPR compliance for channel programs
How Unifyr handles GDPR compliance when partners upload contact lists, including opt-in verification, cookie management, and right to be forgotten.
The 3 Cs of to-partner communications amid COVID-19
How to communicate with partners during a crisis using clear messages, concise content with strong CTAs, and consistent cadence.
Coronavirus impact on B2B channel leaders
How B2B channel leaders can adapt to coronavirus disruptions through partner marketing, digital communications, and portal consolidation.
B2BMX 2020 highlights on partner experience
Highlights from B2BMX 2020 on partner experience, enablement, and Cisco's Marketing Velocity Program.
February
Spring 2020 conference season preview
Preview of spring 2020 channel conferences including XChange and Channel Partners Expo.
Channel lead generation strategy
Data-driven lead generation strategies, automated partner enablement, and KPI tracking for channel programs.
Channel program success: structure, support, and scale
Channel program success factors including minimizing complexity, adding business value, working with MSPs, and knowing partner lifecycle stages.
Marc Sachdev on channel engagement metrics
Interview with Unifyr's then-Director of Channel Engagement on what metrics matter for partner marketing success.
January
Unifyr 2019 year in review
2019 Unifyr highlights including Frost & Sullivan Innovation Excellence award, Developers Workbench, and the Unifyr Strategic Alliance Program.
Channel program planning for 2020
Reflections on starting a new year in channel sales and the value of channel readiness assessments for goal-setting.
The 2020 B2B channel landscape
An overview of 2020 channel program trends including partner ecosystems, diverse partner types, time-to-value, and automation.
Making channel decisions with complete data
Why channel decision-making requires looking beyond your current customers to see the complete market picture.