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Archive for the Blog Category

Why have VPs of Channel Sales Forgotten Best Practices Validated Over 160 Years Ago

Why have VPs of Channel Sales Forgotten Best Practices Validated Over 160 Years Ago

In 1850, Isaac Singer introduced the first automatic sewing machine to be sold to homemakers and seamstresses for $10. Up to that point, sewing machines sold for hundreds of dollars almost exclusively to commercial businesses.  Isaac Singer needed to create an entirely new channel to represent, demonstrate, […]

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The 3 Biggest Lies Channel Executives Tell Themselves Every Year

The 3 Biggest Lies Channel Executives Tell Themselves Every Year

According to this year’s YouGov(https://www.mensfitness.com/weight-loss/burn-fat-fast/25-surprising-benefits-weight-loss)  survey on New Year’s resolutions, the number one response was to lose weight and the second was to exercise more. We all know why we make these annual commitments. We want to look better, live longer and be healthier. Losing weight and […]

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How Super CAMs Can Create the Perfect Sales / Enablement Balance in 2018

How Super CAMs Can Create the Perfect Sales / Enablement Balance in 2018

The tension between short-term channel sales target achievement and medium-term partner enablement has never been greater. At the end of 2017, I overheard a VP of channel sales saying to his CAM team “you can invest in enabling your partners as long as you are achieving your […]

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The Biggest Gap in your PRM System – Better Scorecards, Bus Plans & QBRs

The Biggest Gap in your PRM System – Better Scorecards, Bus Plans & QBRs

Is your Partner Relationship Management (PRM) system helping to build partner capabilities, grow partner commitment, and drive measurable revenue?   How can you tell if it is working?  If you are not generating 5-25%+ growth from your partners, then the first place to look is your PRM system.   […]

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The Cadence of a Super Channel Account Manager

The Cadence of a Super Channel Account Manager

CAMs Have the Toughest Job in the Industry It is time to officially go on record that CAMs (Channel Account Managers) have the absolute toughest job in the indirect channel industry. Tougher than their bosses, tougher than senior channel sales executives, channel operations, and channel marketing managers. […]

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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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