Archive for the Advance Category

Designing an indirect channel program that will motivate your partners to invest in your brand is difficult.  Many well-intended channel programs fail to build strong relationships because they fail to address the things that your partner’s value most. They simply do not align with the business priorities for your […]

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 […]

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 […]

Maybe we don’t realize we are lying when we speak to each other. It is the natural tendency of both parties to make a positive impression, which leads to tall tales of how committed one is to the other. But each side has a clear motive for […]

It is time to stop crying over spilt milk.  The days of traditional enterprise, on premise-only deals with fat margins, are slowly disappearing and there is little sympathy forthcoming from technology vendors.  The changes in the IT hardware infrastructure market have been with us for a few years. […]

The days of traditional channel roles are numbered due to the growth pressure on vendor brand sales and a partner’s expectations for improved profitability. A CAM (Channel Account Manager) is a role focused on helping partners achieve their sales goals through a range of enablement and sales-assist […]