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Archive for the Architect Category

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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Partner Portals are the Cake and Channel Enablement Tools are the Icing

Partner Portals are the Cake and Channel Enablement Tools are the Icing

Channel executives are looking for tools to help make their brand more attractive to their reseller partners. Partner portals, PRM systems, and partner centers promise a one-stop-shop experience for reseller partners to access the channel enablement tools and resources to help them grow revenues, build marketing programs, […]

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Five Success Factors for Assessing your Channel Technology Tools

Five Success Factors for Assessing your Channel Technology Tools

Any successful executive will tell you that a well-defined strategy is the key to growing channel revenues. Evaluating channel technology investments needs to be done in the context of how it supports your strategy.   This article defines the five success factors that should be considered and evaluated […]

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The New Model for Partner Business Growth Planning and Commitment Development

The New Model for Partner Business Growth Planning and Commitment Development

Forecasting sales and managing performance are some of a resellers least favorite activities. They are time-consuming, difficult to estimate, and almost always wrong. But there is a way to convert these difficult tasks into an easy-to-manage process where resellers and channel account managers (CAMs) collaboratively build a […]

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The 10 Minute Business Case Selling Web Tool for Channel Sales

The 10 Minute Business Case Selling Web Tool for Channel Sales

Business case selling is the ability to demonstrate the revenue enhancement, cost reduction, efficiency improvement, and ROI that will be generated with the use of your product or service.   Selling these benefits in a general way is relatively easy and well understood by your target customer.   However, […]

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Web Tools to Gain a Bigger Commitment from Your Resellers

Web Tools to Gain a Bigger Commitment from Your Resellers

A channel chief’s dream is to have an entire network of resellers who are highly committed and proactive in selling and servicing your brand in their local market.  Just imagine what a larger focus from your resellers could mean to generating accelerated growth for your business.  The […]

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A New Channel Selling Model: Web-Enabled Selling Tools

A New Channel Selling Model:  Web-Enabled Selling Tools

The traditional indirect channel growth model starts with attracting the best resellers, training them on your products and programs, and incenting them sell your solution to their customers. Unfortunately, this approach has a fatal flaw. It requires your resellers to invest time, energy and effort in training […]

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