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. […]
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Any experienced channel executive knows that a partner’s relationship with your brand changes over time. This is based on a range of factors – a partner’s business priorities, the brand’s fit with the partner’s strategy, and the depth of the relationship between the partner and your organization. […]
Read more →A company’s investment in its partner management team is typically its number one channel expense. This investment includes salaries, bonuses, and related costs for channel sales, channel account management, channel marketing management, and channel operations. The primary purpose of these combined roles is to help partners generate […]
Read more →Most channel executives are familiar with the dreaded question from the company CFO or CEO: What did we get for what we spent in the channel last quarter? Channel budgets have never been under more intense scrutiny, and the need to justify the return on investment of […]
Read more →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 […]
Read more →Have channel industry sales executives forgotten why we need a channel to build business? Is this even a legitimate question to be asking? Of course, we all know the reason for a channel. It is to expand a vendor’s reach in the market through capable, enabled, and […]
Read more →“Partner business planning is a hassle. No partners or CAMs like to do it, and it’s difficult to measure performance-to-plan.” That is the prevailing sentiment from many channel executives that struggle with partner business planning and an effective process for managing it. So why bother? The reason […]
Read more →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 […]
Read more →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 […]
Read more →In the indirect channel industry, most executives agree that partner planning is an important task to execute. Partner planning has several components, and this table breaks down the four elements that are required. Planning is done so executives can estimate the revenue their channel will contribute […]
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