Practical guides, playbooks, and tools for enterprise software companies building and optimizing their partner programs.
The definitive guide to building a productive indirect channel for enterprise software. Covers program design, partner recruitment, onboarding, enablement, and ongoing performance management.
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101 critical questions every software company should answer before transitioning to a SaaS or subscription model. A practical framework for navigating business model transformation.
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Use our interactive calculator to find out how many of your partners are costing more to support than they generate in revenue — and estimate your annual margin leakage.
Open the Calculator →The structural reasons why partner programs default to serving existing customers rather than driving new pipeline — and what to do about it.
Read More →Most channel leaders know they have a longtail problem. Few know how to calculate the actual cost of it — or how to address it without disrupting the ecosystem.
Read More →The shift from perpetual to subscription changes the economics of every partner relationship. Here's what needs to be redesigned before you flip the switch.
Read More →The 5 most common mistakes software companies make when expanding internationally through partners — and the one thing that almost always determines success.
Read More →Follow our work or reach out directly to discuss your channel strategy with our team.
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