6 min read
How Many Channel Partners Should You Recruit?
Choose a sensible partner recruitment target from market coverage, partner capacity, programme support and the economics of productive relationships.
Daniel WatsonAuthor
Clear thinking about better partner operations
Practical notes on making partner work easier to understand, operate, and improve.
7 min read
How to Define Your Ideal Channel Partner Profile
Build an ideal channel partner profile that helps you target, compare and approve organisations with a real reason to invest in your market.
Daniel WatsonAuthor
6 min read
How to Evaluate a Potential Channel Partner Before Approving Them
Evaluate a potential channel partner with evidence, role specific criteria, proportionate risk checks and a first action that tests mutual commitment.
Daniel WatsonAuthor
6 min read
How to Recruit Channel Partners Without Filling Your Programme With Inactive Resellers
Recruit channel partners around mutual commercial fit, evidence and a first useful action so partner count does not grow faster than partner activity.
Daniel WatsonAuthor
6 min read
What Should a Partner Application Form Ask?
Create a partner application form that gathers the information needed to approve, reject, route or investigate a candidate without collecting unnecessary data.
Daniel WatsonAuthor
7 min read
MDF approval process: From funding request to partner claim
Build an MDF approval process covering requests, budget decisions, campaign evidence, partner claims and payment, with a worked funding example.
Daniel WatsonAuthor
6 min read
How to measure partner sourced pipeline without double counting
Measure partner sourced pipeline with clear attribution rules, consistent deal values and a worked example that prevents duplicate counting.
Daniel WatsonAuthor
7 min read
How to structure partner tiers for a B2B channel programme
Design partner tiers with clear criteria, useful benefits and fair review rules. A practical guide for B2B technology vendors.
Daniel WatsonAuthor
6 min read
How to Build a Channel Partner Programme: A Practical Guide for B2B Companies
Learn how to build a B2B channel partner programme, from strategy and recruitment to onboarding, deal registration, enablement and performance.
Daniel WatsonAuthor
9 min read
When Do You Need PRM Software? A Partner Management Readiness Assessment
Use this PRM readiness assessment to decide whether your partner programme still fits CRM and spreadsheets or needs dedicated partner management software.
Daniel WatsonAuthor
10 min read
Can HubSpot Be Used as a PRM?
Learn where HubSpot works for partner management, where it becomes limited, and how a PRM can add partner portals, deal registration and channel workflows.
Daniel WatsonAuthor
9 min read
How to Move Partner Management From Spreadsheets to a PRM
A practical guide to moving partner data, deal registration, onboarding and channel workflows from spreadsheets into a PRM system.
Daniel WatsonAuthor
7 min read
Partner Onboarding Checklist for B2B Technology Vendors
Use this partner onboarding checklist to move resellers, distributors and other B2B technology partners from approval to productive selling faster.
Daniel WatsonAuthor
13 min read
CRM vs PRM: What Is the Difference and Do You Need Both?
Learn the difference between CRM and PRM software, what each system manages, how they work together, and when a B2B channel business may need both.
Daniel WatsonAuthor
13 min read
What Is a Partner Portal? Features, Examples and How It Works
Learn what a partner portal is, what partner portal software includes, how it works, and how it fits into a wider Partner Relationship Management platform.
Daniel WatsonAuthor
14 min read
What Is Deal Registration and How Does It Prevent Channel Conflict?
Learn how deal registration works, how vendors protect partner opportunities, and how a structured process can reduce channel conflict.
Daniel WatsonAuthor
17 min read
What Is Partner Management Software? A Plain English Guide to PRM
Partner management software gives B2B companies one system for partner portals, onboarding, deal registration, enablement, reporting, and channel operations.
Daniel WatsonAuthor