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The Ultimate Partner Performance Dashboard

The Ultimate Partner Performance Dashboard

Consolidated Channel Dashboards are as Rare as Some of the Greatest World Treasures: Channel executives have been searching for solutions to provide comprehensive dashboards for their partners and channel managers for many years unsuccessfully. The promise of a single place to monitor, manage and measure all elements […]

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How to Plan, Manage, and Measure Strong Channel Business Partnerships

How to Plan, Manage, and Measure Strong Channel Business Partnerships

I have been looking for inspiration on the “how-to” process for building deeper channel partnerships. Specifically, I am looking for what producers (i.e., manufacturers, software companies, etc.) can do to build stronger and more committed partnerships for their channel. I decided to look at what great thinkers from […]

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A Channel Marketer’s Fantasy: Closed Loop ROI Management

A Channel Marketer’s Fantasy: Closed Loop ROI Management

One of the biggest fears of a channel executive is making investment decisions with incomplete information on activities with uncertain forecasted outcomes. It is particularly anxiety producing to invest in marketing or sales actions, where the supplier marketer has little control over how it is planned, executed […]

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How To Achieve Better-Together Partnerships

How To Achieve Better-Together Partnerships

Like chocolate and peanut butter or caramel and sea salt, your partnerships can be the best and the most complementary relationships possible.  Imagine if all your channel partnerships were 1+1=5 where both parties win all the time. This is not as elusive as you may think. All your partnerships can […]

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You’ll Never Do Channel Sales Enablement the Old Way Ever Again

You’ll Never Do Channel Sales Enablement the Old Way Ever Again

Top channel executives agree that sales enablement of your channel team is one of the most important things to improve revenue growth.  It is proven that sales teams of any type that a trained, capable, and motivated will yield consistently higher revenue growth rates. Top Two Outcomes […]

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Transform Your Channel Managers to Rock Star Legends for Their Partner

Transform Your Channel Managers to Rock Star Legends for Their Partner

Are you ready to help make your channel managers as beloved by their partners as their favorite rock stars? Just imagine the cheers and the concert lighters (or concert lighter apps) glowing in adoration for your channel managers as they roll into your partner’s offices for business planning, scorecarding […]

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Why Your Partner Planning Process May be a Train Wreck & How to Get Back on Track

Why Your Partner Planning Process May be a Train Wreck & How to Get Back on Track

Why do partners dread business planning with their vendor teams?  Because it is one of the most unsatisfactory, waste-of-time activities they participate in every year.  Typically, the only part of joint business planning that is “joint” is done with a vendor channel account manager. Ninety percent of […]

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Less is More when it Comes to Partner Business Planning and QBRs

Less is More when it Comes to Partner Business Planning and QBRs

Every channel leader is looking to generate greater commitments from their business partners, resellers, and agents to invest in and grow their brand. The challenge most channel teams struggle with is to build a partner’s enthusiasm and energy behind a sales and growth strategy to build business. […]

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Successful Partnering is More about People than Programs

Successful Partnering is More about People than Programs

Today’s carefully architected partner programs that use industry accepted best practices often fail because they are designed to attract and engage all partner types but are not aligned with the changing business models or needs of individuals within these partner organizations.Today, more than ever, the business of […]

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RIP Platinum, Gold, and Silver Partner Programs – the New Model is Here

RIP Platinum, Gold, and Silver Partner Programs – the New Model is Here

Channel partners have proven to be remarkable change-agents, both in front of their customers and inside their own businesses. Thinking about the amount of churn over the past 35 years can be downright dizzying. Starting from the first disconnected PCs to the recent highly-publicized ransomware attacks, channel […]

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