Consolidated Channel Dashboards are as Rare as Some of the Greatest World Treasures: Channel executives have been searching for solutions to provide comprehensive dashboards for their partners and channel managers for many years unsuccessfully. The promise of a single place to monitor, manage and measure all elements […]
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I have been looking for inspiration on the “how-to” process for building deeper channel partnerships. Specifically, I am looking for what producers (i.e., manufacturers, software companies, etc.) can do to build stronger and more committed partnerships for their channel. I decided to look at what great thinkers from […]
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One of the biggest fears of a channel executive is making investment decisions with incomplete information on activities with uncertain forecasted outcomes. It is particularly anxiety producing to invest in marketing or sales actions, where the supplier marketer has little control over how it is planned, executed […]
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Like chocolate and peanut butter or caramel and sea salt, your partnerships can be the best and the most complementary relationships possible. Imagine if all your channel partnerships were 1+1=5 where both parties win all the time. This is not as elusive as you may think. All your partnerships can […]
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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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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 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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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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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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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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Gary Morris is a 25+ year business, marketing, & channel executive who has written and published over 300 articles, white papers, and other thought pieces on a range of topics including channel best practices, marketing effectiveness, technology strategies for business, and business performance management. Connect with him on Linkedin or follow on Twitter or Facebook . Gary is the founder and CEO of his third software and services company and is a frequent speaker at industry events. Both of Gary’s most recent companies have been awarded one of Gartner’s “Cool Vendors in the Tech Industry” honors by a panel of Gartner’s leading analysts.
RIP Platinum, Gold, and Silver Partner Programs – the New Model is Here
VPS OF CHANNELS NEED TO LET GO OF THEIR SPREADSHEETS
Leading Partner Executives Say CAMs can be the Secret ingredient to their Success
The Five Most Important Factors for Building Partner Loyalty
Five Strategies to Become Your Partner’s Favorite Brand
The Lunch & Learn Channel Manager is Dead: The New 2016 CAM Trusted Advisor
How To Achieve Better-Together Partnerships
You’ll Never Do Channel Sales Enablement the Old Way Ever Again
Why Your Partner Planning Process May be a Train Wreck & How to Get Back on Track
Successful Partnering is More about People than Programs
The 3 Biggest Lies Channel Executives Tell Themselves Every Year
The Biggest Lies Told In The Channel
The Ultimate Partner Performance Dashboard
Getting More from Your #1 Investment in Your Channel
5 Key Methods to Motivate Partner Sales Reps to Register More Deals
7 Methods for Improving Channel Incentives ROI in 2015
Whitepaper on Awarding Your Resellers
How to Make your Channel Resellers Pricing and Profitability Experts
A Channel Marketer’s Fantasy: Closed Loop ROI Management
If You Put One Dollar into Your Channel, How Many Dollars Do You Get Back?
Partner Marketing Scorecards for Better MDF ROI
9 Key Success Factors for Higher ROI Channel MDF
10 Minute Partner Quarterly Marketing Plan, Calendar, Budget, Lead Forecast & ROI – Part B
Partner Marketing Planning, Budgeting, Forecasting, and ROI Calculator (Part A)
Transform Your Channel Managers to Rock Star Legends for Their Partner
Less is More when it Comes to Partner Business Planning and QBRs
Why have VPs of Channel Sales Forgotten Best Practices Validated Over 160 Years Ago
How Super CAMs Can Create the Perfect Sales / Enablement Balance in 2018
The Cadence of a Super Channel Account Manager
The Top Five Wrong & Right KPIs used by VPs of Channel Sales
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