Author: Cam Wayland

The ICT world is constantly awash with brilliant ideas, plans and initiatives but more often than not only a small portion of them get implemented on time, to their original intent or extent, if at all. This paper looks some ideas for implementation or making it happen. The Plan A well structured action plan is … Continued

Vendors often measure, profile and segment their partners based on sales performance. But rarely do they dig deeper to look beyond the numbers to what is driving the business. This paper looks at the concept of measuring channel trust and how it impacts on a partner’s performance and attitudes to the vendor. The research for … Continued

Most channel professionals review the performance of their partners – distributors or resellers – on a semi regular basis. However, this is often a reactive response after a revenue target has been missed. This paper looks at the review process as being an integral part of a best practice partner management program, and a tool … Continued

In 1906, Italian economist Vilfredo Pareto created a mathematical formula to describe the unequal distribution of wealth in his country, observing that twenty percent of the people owned eighty percent of the wealth. After Pareto made his observation and created his formula, many others observed similar phenomena in their own areas of expertise. Quality Management … Continued