Demand Generation
-
B2B Channel Partner Strategy: Partners Sell What Already Sells
Why a signed partner often produces nothing, and how to set up a channel so it pays off. Sell the product yourself first, keep the partner list short, pay real margin, and name someone to manage the relationship.
-
Product-Led Sales: Turning User Adoption Into Enterprise Deals
Users adopt a product on their own, and the enterprise contract still does not follow. When to add a sales team to bottom-up growth, and the six ways the pairing fails.