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The latest news, announcements, and thought pieces covering channel partners, leadership strategies, industry advancements, and more.

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February 10, 2025

How to Build Successful Channel Partnerships

February 10, 2025/ Carrie Maslen
How to Build Successful Channel Partnerships

After working with hundreds of channel partners, we’ve learned there are three main pillars vendors must address in order to create successful partnerships. All three must be fully functional - if only one or two are working, the entire relationship will collapse.  

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February 10, 2025/ Carrie Maslen/ Comment
Routes to Market, Channel Partners
October 21, 2019

Transform Your Sales Strategy with Channel Economics

October 21, 2019/ Kevin Gilroy
Transform Your Sales Strategy with Channel Economics

Many sales people are trained to emphasize technology prowess, quality of the product, and, of course, sales charm. But if channel economics isn’t part of the sales strategy, you could be missing out on some major opportunities.

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October 21, 2019/ Kevin Gilroy/ Comment
Routes to Market, Channel Partners, Channel Economics
April 29, 2019

The Ultimate Guide to Channel Economics: How To Be The Most Valuable Vendor To Your Partners

April 29, 2019/ Carrie Maslen
The Ultimate Guide to Channel Economics: How To  Be The Most Valuable Vendor To Your Partners

How can a vendor can add value to their partners and get them to commit to a deeper level of engagement? The key is a deep understanding of channel economics, particularly if you depend on partners for your route to market.

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April 29, 2019/ Carrie Maslen/ Comment
Routes to Market, Channel Partners, Channel Economics
December 03, 2018

6 Reasons Why Channel Partners Are the Key to the Mid-Market

December 03, 2018/ Carrie Maslen
6 Reasons Why Channel Partners Are the Key to the Mid-Market

Has your business decided to try to move into the mid-market? There are lots of sales strategies to help you break in, but one key piece that’s sometimes overlooked is channel partners. Here are six reasons why.

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December 03, 2018/ Carrie Maslen/ 1 Comment
Mid-Market, Channel Partners, Routes to Market, Sales
November 19, 2018

Partner Onboarding Best Practices: 5 Strategies for Success

November 19, 2018/ Carrie Maslen
Partner Onboarding Best Practices: 5 Strategies for Success

Congratulations! You've just signed a new partner (or many of them) and are now looking at each other waiting for deals to begin, orders to flow, and customers to call. Unfortunately, it’s rarely that simple.

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November 19, 2018/ Carrie Maslen/ Comment
Routes to Market, Channel Partners
September 24, 2018

What Makes the Ultimate Partner Business Manager?

September 24, 2018/ Carrie Maslen
What Makes the Ultimate Partner Business Manager?

One of the most important steps in building your channel program is finding the right people to fill the roles on your team. In our experience, the Partner Business Manager is one of the most invaluable roles. But, what exactly makes a successful channel partner manager?

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September 24, 2018/ Carrie Maslen/ Comment
Routes to Market, Channel Partners
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Gilroy Associates

Gilroy Associates is a consultancy and board advising practice, founded by executives with a combined 150 years of experience leading and working for Fortune 100, Mid-Market, SMB, Government, and Not For Profit sectors.

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