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Archive for the Architect Category

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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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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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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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 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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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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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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Your Blueprint for a High Growth Channel in 2017

Your Blueprint for a High Growth Channel in 2017

2017 is just around the corner and most global channel executives are already working on their plans to get their channel performance to the next level in the coming fiscal year.  The most experienced channel executives realize that they need to have the right strategies, tools, and […]

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How to Deliver Partner QBRs Automatically for Your Channel Managers

How to Deliver Partner QBRs Automatically for Your Channel Managers

The Quarterly Business Review (QBR) is potentially one of the most powerful tools for Channel Managers to use to build partner commitment levels and drive revenue growth.  Unfortunately, QBRs are infrequently done, take far too long to prepare, and are only completed for a very small fraction […]

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The Reimagined 10 Minute Partner Quarterly Business Review (QBR)

The Reimagined 10 Minute Partner Quarterly Business Review (QBR)

Quarterly Business Reviews (QBRs) are one of the most important – and difficult and inefficient -processes used by your indirect channel team.   They are critical to building a strong and growing relationship between the vendor and the partner.  But they are also anxiety-producing for the partner receiving […]

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