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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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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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