Channelo Blog
Practical guides, research and opinion on partner relationship management, channel automation and ecosystem-led growth.
Deal registration is the trust mechanism that holds a channel program together. Here is exactly how it works, the four rules worth publishing before your first registration, and the failure modes to avoid.
Read article →Most MDF programs cannot say whether their spend returned anything. These eight practices connect the proposal, the spend and the outcome so the question becomes answerable.
Read article →Channel operations is the plumbing behind every scalable partner program. Here is what it actually covers, the workflows that break at scale, and the tooling that fixes them.
Read article →Co-selling is where partner programs earn their keep. Here is how to run joint deals, split credit fairly, and avoid the channel conflict that kills most co-sell motions.
Read article →Most partner programs recruit for logos, not revenue. Here is how to define an ideal partner profile, source the right partners, vet them fast, and hand them cleanly to onboarding.
Read article →Indirect revenue is no longer the smaller half of the pie. Here is what it means in 2026, how to measure it accurately, and why partner-led growth is compounding faster than direct sales.
Read article →Channel marketing is not partner marketing. Here is how to run co-branded campaigns, deploy MDF, enable through-partner motions, and measure what actually drives partner-sourced pipeline.
Read article →Partner enablement is not a content library. Here is what actually turns a signed partner into a producing partner, and the enablement metrics that predict revenue.
Read article →Partners do not progress by accident. Here are the six stages of the partner lifecycle, what good looks like at each, and the leading indicators that predict who will produce.
Read article →MDF is one of the most abused line items in the channel. Here is how Market Development Funds actually work in 2026, how to budget them, and how to prove ROI to finance.
Read article →Most channel dashboards measure activity, not outcomes. Here are the channel sales KPIs that actually predict partner revenue, and the ones you can safely retire.
Read article →Channel strategy is a set of strategic choices, not a partner list. Here is a framework for designing a partner program that compounds instead of stalling at year two.
Read article →Distributors are one of the least understood parts of the modern channel. Here is how the two-tier model actually works, and where it still beats direct-to-partner in 2026.
Read article →PRM software pricing in 2026, decoded. Real benchmarks, the hidden costs nobody quotes upfront, and why most vendors still hide the number behind 'contact sales.'
Read article →Why partner-led growth is accelerating across every B2B sector, where manual partner management fails, and how a PRM platform turns indirect channels into a compounding revenue engine.
Read article →The seven PRM features that actually drive partner revenue and program scalability, what good looks like, what to watch out for, and how to evaluate every vendor.
Read article →A complete, actionable framework for building a channel partner program in 2026, from strategy and recruitment to onboarding, incentives, and measurement.
Read article →Your CRM was never designed to manage partners. Here is the real difference between PRM and CRM, and why scaling indirect revenue in 2026 demands both.
Read article →In 2026, nearly 75% of global B2B revenue flows through indirect channels. Here is what the best PRM software looks like today, and why Channelo is built for modern partner ecosystems.
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