Isaac Morehouse

Komz

On a mission to revolutionize to-partner communications, partner engagement and PX. Better engaged partners in every part of the channel and wider ecosystem   generate more revenue.

Founder Komz Global Ltd

purechannels

CEO 

Managing Director of purechannels. 
Follow me: @pureglenn and @purechannels

Managing Director

Purechannels: The Channel Agency - CRN's "Best Channel Marketing/PR Agency" in 2015 and 2019. Dedicated to the Channel and specialising in global IT and telecoms vendors. Providing consultancy, strategic direction, insight and sales & marketing services. Transforming and optimising channel activity for vendors, distis and partners. Not just another B2B marketing agency, we are The Channel Agency. The channel is everything we do. Follow me: @pureglenn and @purechannels

Director

Open

Channel, Digital and Social Marketing Professional

RESPONSEBALL

RESPONSEBALL is a unique training ball used to help goalkeeping training and development that since it's launch in 2010 has been used at all levels from grassroots to some of the biggest clubs in the world, including Barcelona, Man City and Liverpool.

Owner/Inventor

DNX Marketing

Senior Account Manager

Arcadia Products Plc

Providing business development and marketing consultancy for an expanding product group. Successfully increased product sales across the range and established partner/distributor network across Europe.

Business and Marketing Manager (Contract)

Inframation Ltd

Established the basis of a marketing department that could be managed in house post-contract. Complete company re-brand, planning and strategy, website development, marketing materials, corporate, event branding and marketing, SEO, PPC, CRM, CMS.

Head of Marketing (Contract)

MediaSurface/Alterian

Managing the marketing for a CMS Product sold into SME partner/resellers. Included strategy and planning, channel partner comms, corporate events, brand, third party agency management, digital planning, email marketing, website development.

Product Marketing Manager (Contract)

Contempro

I developed and set up a B2B software platform that was an automated matchmaker between buyer and supplier.  Working with many membership organisations across the UK including Chambers of Commerce, Business Link, IIB, FSB, BNI. I also ran regular SpeedNetworking events across the North West and provided event management consultancy.

Owner Director

UKElite Soccer

On a 6 month contract I coached travel and school soccer teams, junior programmes for 3-6years olds and held goalkeeper specific camps. I also initiated a staff 'rewards' scheme, led camps and met some amazing people!

Goalkeeper Specialist and Soccer Coach

Entrepreneur, girl-dad, marketer, Indirect/Channel/Partner strategist, creator, inventor, thinker, brainworker, innovator and unrelenting neurodivergent advocate and ambassador. 

CEO of multi-award winning B2B agency Purechannels and founder of Komz. Helping vendors across the world to transform their indirect revenue through joint proposition GTM, content, creativity and optimized partner engagement.

I am encouraged, motivated and inspired everyday by my daughters and what lies ahead for them.

I am President of the 'Glenn Robertson Foundation and Football Academy Gambia' which provides opportunity, hope and inclusion through football, keeping children off the streets and offering them an alternative to gangs, drugs and crime in Gambia.

I love finding solutions to problems - and I love helping people to realise there is actually not a problem, even more! Complication is almost always unnecessary. The biggest barriers are put up by ourselves. Opportunity is everywhere. Stay focussed on the things you can control and aware of the things you can't. Time is precious.

Glenn Robertson

Partner Experience is not a 'one and done'.
It's not a 'pitch and ditch'.
It's not a 'win' and 'bin'.

❤️ It should be the beating heart of everything you do in indirect GTM. 

🦉 If you are struggling, just keep these things top of mind:

👉 👉 👉 👉 Engage. Activate. Enable. Optimize. 

▶️ It is not a start/stop scenario, it is always on. 

🔥 You need to be constantly engaging, constantly activating, constantly enabling and constantly optimizing. 

Simple. It really is that simple.

...and there's a bit more info here: https://lnkd.in/ecQxmz6Z

Kyle E. Michelle Rochford Karen Mattice Steven Hastings Dan Woodstock Germaine Page Melissa Sumarli Bruce Killion Roberto L. Simas Martinelli Evan Forrest Csaba Csordas Jay McBain Asher Mathew Anna Lawler Amelia Taylor Sarah Roland Nigel Blake Jordan Adams Alexander C. Josh Medeiros James Hodgkinson Vathsalya S.

Changing the shape of Indirect GTM through joint proposition, content, creativity and engagement. CEO of Purechannels | Founder of Komz | Inventor of RESPONSEBALL | Entrepreneur

So I wrote this just over 2 years ago, December 2023, making a hopeful prediction on partner program evolution. 

Did I get it right...? Hmmmm, I'm not sure. 

All I know is that recently I have seen 4 huge vendor partner programmes launched and they are still very much the same: tiers, types, incentives, structure. But now rather than just being revenue focussed they are revenue + a few other things- capability, competency - but ultimately revenue!

So what's new?

👎 The name.
👎 The design.
👎 The person in charge of launching it.
👎 Senior Management who want their partners to sell more.
👎 The messaging: written in new words to explain the same thing.

BUT the key thing that remains unchanged... they are all still very vendor-led.

My question now is... Does this actually matter? Does everyone subscribe to a partner program knowing full well it is vendor-led because... well because that's just the way it is? It is, after all a vendor's programme.

Isn't the ultimate objective for everyone to sell as much as possible and to ensure the customer remains as happy and supported as possible? So should the switch now, not necessarily be on the program, but simply the experience that the programme delivers? Be revenue focussed, but support your partners to generate that revenue, don't just expect it. Ensure your partners are supported for growth through retention, as well as new deals. Don't allow revenue to be the only thing that dictates what's in it for the partner. Don't ignore the needs of the partner and the customer. Encourage partners to work together to make deals, rather than be excluded from them. 

Can't it just be vendor led, partner-focussed, customer prioritised? 

Vendors can ask this of partners and partners can ask this of customers, and vendors can ask this of customers:

"How do we get what we want, by giving them what they want?"

I believe this will start happening within the next two years. And here are some questions that I’ve been rolling around for a while that have informe

Open article: What if vendors pressed delete on traditional partner programs? by Glenn Robertson • 4 min read

What if vendors pressed delete on traditional partner programs?

Slop, dross and absolute toilet, with way too many people using Ai to:

 a) write their posts = lazy and rubbish
 b) create images for their posts = lazy and rubbish. 

Engaging with people, who are still the very core of everything we do in the channel, is not about flooding their eyes and ears with obvious Ai content and imagery. It's about telling a story, connecting with emotions, creating a response to a feeling. 

Check this out - our latest blog from Purechannels! 👇 

Colin Darbyshire Andrew Dawe Tori Galloso May Daren Bach (FCIM) Jason Wells Anthony Harvey Amelia Taylor Dina Moskowitz Alexander C. David Winkens Josh Medeiros Anna Lawler Jordan Adams Nigel Blake Jay McBain Marc Sumner Martin Ward James Hodgkinson James Dent Kyle E. Angela Leech Charlotte Waterworth Louise Grant Dan Woodstock Germaine Page

In a world full of AI slop, noise, and content as far as the eyes can see, good storytelling seems hard to come by.

We’re not saying every piece of content you make needs to be a runner-up for the Pulitzer Prize, but we are saying that your content, especially your partner-facing content, needs to have a story to it.

What do you mean by this, and how can you supercharge your partner messaging?

Read our latest blog to find out.

https://lnkd.in/emBCJuwk

Open article: Why Partners Prefer Stories Over Statistics in B2B Marketing by eu1.hubs.ly

Why Partners Prefer Stories Over Statistics in B2B Marketing

Listen up - yep and you at the back! 

YOU DO NOT HAVE SH*T PARTNERS! 

I/we hear this a lot at Purechannels, and as so many people will testify to me saying this over the years, I am rather passionate about this topic. So I'll say it again - especially for those at the back, and those who don't want to hear it!

YOU DO NOT HAVE SH*T PARTNERS!

💡 Guess what: No partner ever woke up and thought "Today I am going to be sh*t, I don't want to sell anything, I don't want to make any money and I don't want to be successful!" NO-PARTNER-EVER!

So here's the thing...

💯 You do not have sh*t partners, just partners who's needs are not being met. 

And here's another thing...

💯 If you think your partners are being 'sh*t' for you, you can be 100% sure that they are being great for someone else! 

And that... is all about PX. The experience they are getting from someone else is better than the one they are getting from you. 

That's not them being sh*t, is it? 😳 

Daren Bach (FCIM) Andy Grant Andrew Dawe Colin Darbyshire Dina Moskowitz Kerry Desberg Asher Mathew Jay McBain Michelle Ragusa-McBain Michelle Rochford Karen Mattice Dan Woodstock Germaine Page Melissa Sumarli Bruce Killion Roberto L. Simas Martinelli Csaba Csordas  Amelia Taylor Sarah Roland Nigel Blake Jordan Adams Alexander C. Josh Medeiros James Hodgkinson Igal Rabinovich Angela Leech Martin Ward

👉 Thanks to Kyle E. for your comment on my last post that inspired this one!

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The Battle

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Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Glenn Robertson's LinkedIn Performance

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