Partner loyalty is overrated, distracting, and, sometimes, a dangerous metric. Instead, vendors should create economic models and conditions that inspire partners to commit to a common vision....
While it’s true that we don’t have time to peruse every e-mail in our inboxes or every document that crosses our desks, we play with fire when we don’t read enough to get the information we need to make sound decisions....
The channel is evolving to include new and diverse routes to market, and it’s all happening in the light of day....
The 2019 editions of the Channel Chief Outlook and Channel Forecast reports find the channel will grow this year, but confidence is waning as partner capability concerns mount...
Presidential hopeful Sen. Elizabeth Warren wants to break up Google, Apple, and Amazon; her agenda will seriously compromise evolving channel marketplaces and routes to market....
Vendors are embracing the agent model, in which partners refer sales opportunities to direct teams or marketplaces, and partners aren’t fooled by what this shift means to them. ...
Vendors must create a culture and go-to-market models that reward sales reps and encourage channel partners to be independent....
No company would hire an employee without first checking credentials, background, and capabilities, yet so many vendors allow just any solution provider to join their channel program....
For guidance on what to do when change comes a-calling, look no further than Chuck Robbins, Satya Nadella, Ginni Rometty, and Mark Hurd...
Spending on channels isn’t a guarantee of success, but starving programs almost always guarantees disappointment....
Experience is a tremendous guide to go-to-market strategy development, but it’s no substitute for data....
The beginning of a new year draws two kinds of people: those seeking better-performing channels and those promising faster results. Rather than falling for the hype of acceleration, consider these six tried-and-true resolutions for getting better channel results. ...