Are companies realistic about the results expected from Channel Partners in the first 90 days after signing them? I’ve seen a lot of companies who sign up Partners and then expect the sales to flow. This isn’t realistic. The expectation for what has to happen in that first 90 days is on-boarding, not sales. Those... read more
You’re at this post, because something about your Channel Program isn’t working. Regardless of the symptom, I suspect that the illness is Sales – your sales aren’t what you expected. If I’m right, continue reading, if not thanks for stopping by. Without knowing the specifics of your individual Channel Program, I can state pretty positively... read more
July means one thing if you follow cycling: it’s Tour de France time. I think it’s the most exciting sporting event of the year. I now it’s heresy to say that on the heels of the World Cup, the Stanley Cup playoffs, and the NBA finals, but I believe it. The Prologue and Stage 1... read more
My favorite quote from the Wizard of Oz, Who Rang that Bell, reminds me of bad channel managers who can’t effectively communicate or aren’t prepared: Guardian of the Emerald City Gates: Who rang that bell? Dorothy, Scarecrow, Cowardly Lion, Tin Woodsman: [all four together] We did! read more
I believe that the way most companies do Channel Management is a waste of time. Here’s what I typically see read more
You know how businesses are looking to solve challenges with their channel effectiveness? This post introduces a model that if followed, solves those problems. I recognize the challenges businesses face in developing an effective channel. Imagine if the promise of signing all those partners was fulfilled and your channel was effective and actually drove additive... read more
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