Vendors like to talk about joint business planning with partners, but solution providers say vendors often fail to follow through on their obligations. Success is a combination of planning and commitment to reaching goals. ...
Growth planning is more than just thinking about selling more. It’s about recalibrating product and revenue mixes, making adjustments and moving the business higher. ...
Many vendors tout their commitment to the indirect sales model and even go so far as to say they’re 100 percent channel. It’s a nice sentiment, but nowhere near reality....
Before transformation can begin, the business must first assess where it stands and what’s happening in the market around it, and decide where it wants to go....