In the conventional partner-vendor engagement model, partnerships are measured and graded primarily based on revenue generated and certification level attained. This results in a tiered hierarchy, such as Gold, Silver, and Bronze. However, emerging technologies like Cloud and XaaS have shifted the dynamics of the partner-customer-vendor relationship. The largest partners may not always be the … Continued
Over the last 6 months, our single most requested workshop has been training Enterprise Account Executives to better leverage partners to win business and grow revenue. From our experience, vendor account executives (ie. salespeople who engage directly with end users) can be one of the best, or worst, resources a vendor can provide for their … Continued
We were asked recently by a client to create a channel management training program specifically focused on how to engage with and manage a territory of partners that were selling to Small Medium Businesses (SMB). Most of these partners were SMBs themselves so we use the term Small Medium Partner (SMP) as they have different … Continued
In talking to people at the recent CompTIA event, there was an overwhelming sense that we are living amidst the biggest changes in the way we work and view the world, probably since the second world war. Technology is again at the vanguard of this change but only in response to an invisible attack from … Continued
In Australia and New Zealand, restrictions have eased over the ability to meet with customers and partners in person. And as the vaccines are rolled out, it’s only a matter of time before we return to some semblance of the way meetings used to be. But just because we can meet in person, does that … Continued
Over the last few months, we’ve written about the need for companies to transition to a new way of doing business. And like many other companies, we’ve had to pivot to delivering our training virtually, rather than face-to-face. But when we set out to adapt our courses, we didn’t just want to run boring webinars… … Continued
Usually a Vendor’s primary focus is revenue growth. Channel partners however tend to be primarily focused on measures such as profit and cash flow. These differences are important considerations for vendors and partners alike when considering a partnership strategy. While all businesses are looking to ensure they are profitable, this simple “rule of thumb” business … Continued
Last month I wrote about how Channel Sales will change in what many are calling the new normal. And like people who progresses through the 7 stages of grief after a loss, so too is our industry progressing through the loss of “the way things were” and learning to accept and adapt. The real indicator … Continued
This week we start to see easing of coronavirus restrictions with pubs and clubs joining cafes and restaurants in allowing patrons back in to dine. That means we’re not far away from being able to meet with our partners and customers in person again. But just because we can, that doesn’t mean we will. While … Continued
Over the last 12 months, the training course I have delivered most often has been our Dynamic Sales Presentations workshop. This has been incredibly gratifying for me personally, as I have long been an advocate of the importance of presentation skills for Channel Account Managers, particularly when dealing with partners/MSPs, where the challenge is not … Continued
CHANNEL NEWS
An informative Industry News & Announcement Service
Over 8,500 Subscribers
WHAT OUR CLIENTS SAY
