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Archive for the Attract Category

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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The Five Most Important Factors for Building Partner Loyalty

The Five Most Important Factors for Building Partner Loyalty

Finding a way to motivate your partners is just like motivating any team. Vendors need to figure out what partners are looking for to build a more successful business. Most successful business partners are motivated by two things; a strong relationship with a vendor and the ability to […]

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Five Strategies to Become Your Partner’s Favorite Brand

Five Strategies to Become Your Partner’s Favorite Brand

“I am totally focused on growing your brand for our business.  You’ve already shown me a path to become more successful and help me run a profitable growth business.” This quote is from a partner who found his favorite brand to work with. This vendor brand did […]

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The Lunch & Learn Channel Manager is Dead: The New 2016 CAM Trusted Advisor

The Lunch & Learn Channel Manager is Dead:  The New 2016 CAM Trusted Advisor

“Are you free to catch a ball game, play a round of golf, or catch a show at the Apollo?”  The channel has a great legacy of old-school sales techniques to help gain the trust and commitment of partners for your brand.   However, the days of driving […]

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The Two Minute / 36 Month Partner Business Plan

The Two Minute / 36 Month Partner Business Plan

Successful Channels has developed a range of SaaS partner enablement tools for business planning , marketing planning, scorecarding, and delivering quarterly business reviews (QBRs).   We have found that we get excellent participation rates if we make this a 5 to 10 minute process for Channel Managers and […]

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Download a Tech Partner Cloud Profitability Roadmap

Download a Tech Partner Cloud Profitability Roadmap

Doesn’t it seem like technology partners / resellers are the ones that got the short end of the stick in the industry’s move to cloud services? All the other players in the market (e.g., tech vendors, distributors, & tech buyers) had the least amount of change required […]

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Your Resellers are Not Happy and the Problem is Your Value Proposition

Your Resellers are Not Happy and the Problem is Your Value Proposition

You may not realize it but many of your resellers are not as happy with you as they could be. There are several reasons but the number one issue is they are not making as much money as they expected. They are finding it tough to grow […]

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Whitepaper on Attracting the Best Channel Partners

Whitepaper on Attracting the Best Channel Partners

Attracting channel partners starts with an understanding of your reseller’s needs and motivations to succeed. Many of the best channel partners started their business because of their passion for technology, services and/ or deep industry expertise. More often than not they are relying on this expertise and […]

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Channel Indecision Neurosis

Channel Indecision Neurosis

Public companies are sometimes their own worst enemy when it comes to helping their indirect channel succeed. Channel executives are under intense quarter-to-quarter pressure to deliver revenue and earnings growth and often make decisions, without even realizing, that undermine their channel strategy. The worst thing a channel […]

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Successful Channels Best Practices Blog Intro

Successful Channels Best Practices Blog Intro

Welcome to Successful Channels and our thought leadership blog. Channels are one of the fastest growing and dynamic segments of business today, yet do not get the attention and appreciation they deserve. At Successful Channels, we understand that selling through indirect channels is complex, requires specialized techniques, […]

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