Successful partnerships are always the result of successful negotiations. Want to know the number one rule in negotiations? One, simple word. Listen.

Indirect is cool...again Look back to learn how to look forward. Glance at the history of B2B SaaS companies and we see something very interesting. It has been defined by three important eras. * The Era of Sales Digitization (2000s) * The Era of Marketing Automation (2010s) * The Era of Partner

We've moved from the HOW to the WHO economy In the old world, we: * Used Google to find solutions * Compared product specs * Looked for the best information Now we: * Ask those we trust for recommendations * See who else is using it * Find a product with the best network We're no

The warm towel calms your eyes as it’s draped over your face. You breathe deeply, relaxed. A kind voice asks if you’d like another cold drink, a pillow, or some reading material. Despite arriving at the airport just ten minutes earlier, you parked, got to your gate, walked

A quick recap of the PhD from this week: * Work With Leadership * Don't Complicate Partnerships * Trust the Process * Take the Partnerships Journey * Fuel Your Partner Engine Recently published: * PartnerUp #121: It’s Math, Not Magic: Why Partner Attach is King w/ Chief Ecosystem Officer AMG. Join Aaron McGarry, Isaac Morehouse,

Focus on simplicity People say it's hard to build a high-quality partner enablement program because nobody logs in to the portal. Why make it so complicated? Ask: Who is your audience? What is the one thing they care about? Find many ways to speak to that one motivation. Make it

Here is where we're at: - SEO is gamed --> Google sucks to use as a product - Review sites are gamed --> No one trusts aggregate data, they trust people - Email is gamed --> Average human gets 150+ per day - Cold calls are gamed --> Robokiller kills

The channel world is different Channel, partnerships, and Nearbound are, in fact, all different. And, historically, the role of each has served different eras. Channel served the brand world in the where economy. Partnerships emerged during the automation world in the how economy. Nearbound emerged in the influence world in

What is up PartnerUp! This week, Jared and Issac dive into everything going on in B2B sales right now. To put it bluntly, s*** is hitting the fan - and everyone knows it. How come everyone is problem-aware but solution wary? If you’re a partner pro, you have a