Tag: Channel Dynamics

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

As I talk to resellers and vendors, I’m constantly astounded at the disconnect that exists between how these two groups view reseller sales training. Vendors often complain that resellers never remember what they learned. And resellers complain that vendors come in to talk about “speeds & feeds”, and refer to that as “sales” training. Having … 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

I heard a quote the other day that “Selling should be a transfer of enthusiasm”. And as sales people, it’s our job to talk about our company or product to our customers (whether they be end-users, channel partners or alliance partners) in a way that transfers our enthusiasm. So why is that so many product … Continued