10 Strategic Alliance Management Best Practices to Grow Alliance Revenue
By Rodney Baumgart and Frank Picarello The Best strategic alliances have always been more than technology, contracts, or go-to-market agreements. At their…
The Ecosystem Dilemma: Why Partner Sales Demand a New Model for Value
The enterprise B2B sales playbook has changed more in the past three years than in the previous decade. A strong product demo…
Does Your Partner Program Pass the AI Freshness Test?
If partner programs had an expiration date, would yours be past its prime? Milk has a date stamped right on the carton.…
10 Strategic Principles Designed to Drive Meaningful, Lasting Partner Program Transformation
When we talk about partner program transformation, we aren’t referring to a quick rebrand, a shiny new portal, or a routine policy…
Reinventing Partner Leadership: The Skills Driving the Next Era of Ecosystem Success
Artificial intelligence is reshaping the partner ecosystem, but the most significant change isn’t technological. It’s human. Organizations are moving faster than ever.…
Why Co-Sell Stalls at the Sales Floor, And What Leaders Must Do
The Co-Sell Paradox: Consensus Without Execution Co-sell works. The data is no longer in dispute. Companies with partner-influenced motions are reporting close…
AI and Co-Sell: Why the Motion Must Work Before the Tools Do
I was three weeks into an AI capability program with a partner team when the VP of Sales pulled me aside after…
Beyond Prompting: The AI Capability Path for Partner Teams
Most partner teams aren’t behind on AI awareness. They know what it can do. They’ve run the pilots. They’ve rolled out the…
From AI Access to AI Results: What Actually Happens in Between
Why the next competitive advantage belongs to partner and sales teams that pair AI with self-awareness, coaching, and real accountability. The Adoption…