Archive for the Advance Category

With over $70B in channel discounts and incentives forecasted to be spent in 2016, company finance executives are asking about the return that is generated on these investments. The traditional response “this is the cost of doing business” is no longer acceptable and finance executives are expecting […]

Most companies that sell their products or services through an indirect channel have a team of “Channel Account Managers” to work with their partners to build their business. The channel account management (CAM) staff is one of the biggest investments that most organizations make to encourage growth […]

Your senior executive team will be cheering your channel managers with their concert lighter phone apps for the fantastic job they are doing driving new revenue growth for your channel.   This is because your channel managers will be transformed into high performance partner business growth consultants who […]

Every vendor that sells though an indirect channel is looking to gain commitments from their partners to invest in the growth of their brand.  One of the most important steps in motivating partners to invest in your brand is implementing an annual joint planning process and quarterly […]

The new economics of selling cloud through channels is impacting all resellers – even those who are not offering cloud-based solutions.   There is no escaping the impact of cloud on any reseller, solution provider, agent, or dealer’s business.   Here are some interesting statistics on cloud-based applications and […]

Advancing channel partner’s capabilities is the permanent mission for virtually all executives responsible for indirect sellers. Finding a way to make these independent businesses have the same skills, commitment and enthusiasm for your brand is the challenge these executives are trying to solve. But before you can […]

Long gone are the days where your channel resellers accepted whatever products, services, pricing and policies you presented to them.   They all have 3-5 alternatives brands available to choose from in virtually any category and are only going to accept your offer only if it aligns with […]

With the rate of personnel turnover in the channel corporate ranks, your long-term resellers know more about certain aspects of their supplier’s business than the executives themselves. They also have very (very) long memories of what our organization may have done right or wrong. “I can remember […]