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Channel Readiness

Channel Readiness Failures – and How to On-Board Partners Effectively

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

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Channel Strategy

Channel Strategy – Six Best Practice Steps for Channel Success

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