Archive for the Activate Category

Partners are third-party businesses that are authorized to resell your products and services. That description is a long way from the ideal partner (reseller) profile. The ideal partner organization is one that is motivated, trained, invested, capable and incented to grow your business. These enabled partners identify […]

As channel executives, we all know in our head and hearts that virtually any investment in the channel will generate a very strong ROI for our businesses. But reluctant finance executives want more proof, a stronger plan, and evidence that an investment in the indirect channel will […]

If you sat ten (or 100) of your resellers across from you, could you tell which ones are most likely to generate new growth for your business? Based on what you know about your resellers (i.e., agents, partners, brokers, dealers, distributors, etc.), could you determine which ones […]

It takes a lot of work and a good amount of luck to come up with the newest market innovation that will provide your resellers with a product they can sell while they are sleeping. While your development team is busy working on the next new thing, […]

The “last mile of the sale” is defined as helping move interested prospects from modestly or actively interested to a signed PO and closed deal. This is the toughest and most sensitive phase of any sales process. Buyers need rational and emotional assurances that purchasing now is […]