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Channel Underperforming? – The First Place to Look is Your Channel Program Life-Stage

Channel Underperforming? – The First Place to Look is Your Channel Program Life-Stage

There are a lot of things a channel VP can do to accelerate revenues, but choosing exactly what to do based on an honest assessment of your channel’s life stage is a great place to start. All channel organizations are at different stages in their development and […]

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VPS OF CHANNELS NEED TO LET GO OF THEIR SPREADSHEETS

VPS OF CHANNELS NEED TO LET GO OF THEIR SPREADSHEETS

The World Trade Organization (WTC) defines the indirect channel as “non-producing businesses that distribute and support the sales of other businesses’ products and services.”  The WTC estimates that 70 percent of the world’s economy is sold through these indirect channel businesses.   For some reason, there is a […]

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The Biggest Lies Told In The Channel

The Biggest Lies Told In The Channel

Maybe we don’t realize we are lying when we speak to each other. It is the natural tendency of both parties to make a positive impression, which leads to tall tales of how committed one is to the other. But each side has a clear motive for […]

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The Top Five Wrong & Right KPIs used by VPs of Channel Sales

The Top Five Wrong & Right KPIs used by VPs of Channel Sales

Even the most sophisticated, global, multi-billion-dollar annual sales channel organizations make these same basic mistakes over-and-over again.   Why do they keep choosing the wrong KPIs (Key Performance Indicators) to select, measure, and track their partner’s performance?  They do this because they are choosing the “obvious” metrics that, […]

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Cloud Left Partners Out to Dry and Vendors Don’t Care

Cloud Left Partners Out to Dry and Vendors Don’t Care

It is time to stop crying over spilt milk.  The days of traditional enterprise, on premise-only deals with fat margins, are slowly disappearing and there is little sympathy forthcoming from technology vendors.  The changes in the IT hardware infrastructure market have been with us for a few years. […]

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Partner Life-Stage Activation Has Never Been Easier

Partner Life-Stage Activation Has Never Been Easier

Any experienced channel executive knows that a partner’s relationship with your brand changes over time. This is based on a range of factors – a partner’s business priorities, the brand’s fit with the partner’s strategy, and the depth of the relationship between the partner and your organization. […]

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Getting More from Your #1 Investment in Your Channel

Getting More from Your #1 Investment in Your Channel

A company’s investment in its partner management team is typically its number one channel expense. This investment includes salaries, bonuses, and related costs for channel sales, channel account management, channel marketing management, and channel operations. The primary purpose of these combined roles is to help partners generate […]

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If You Put One Dollar into Your Channel, How Many Dollars Do You Get Back?

If You Put One Dollar into Your Channel, How Many Dollars Do You Get Back?

Most channel executives are familiar with the dreaded question from the company CFO or CEO: What did we get for what we spent in the channel last quarter? Channel budgets have never been under more intense scrutiny, and the need to justify the return on investment of […]

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Leading Partner Executives Say CAMs can be the Secret ingredient to their Success

Leading Partner Executives Say CAMs can be the Secret ingredient to their Success

I thought it was about time we heard from a person who is more qualified to advise vendors on their channel programs and go-to-market strategies than just about anyone else. Luanne Tierney has been one of the most successful Silicon Valley channel executives in the industry, holding […]

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Have Channel Sales Executives Forgotten Why We Have a Channel?

Have Channel Sales Executives Forgotten Why We Have a Channel?

Have channel industry sales executives forgotten why we need a channel to build business?  Is this even a legitimate question to be asking?  Of course, we all know the reason for a channel.  It is to expand a vendor’s reach in the market through capable, enabled, and […]

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