Exercising patience and looking at customers’ long-term needs will serve vendors better than rushing to the finish line to close sales at the end of a quarter or a month. ...
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To stay innovative, solution providers need guidance from vendors on how to leverage the informational resources at their fingertips....
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Joint business planning can go a long way toward creating harmony between direct-sales teams and the channel....
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Don’t ask partners to change all by themselves; ask them to evolve with your support and guidance....
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The channel should take some pages from the playbook of the Super Bowl LI champions....
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Selling solutions is about more than vending a hodgepodge of products; it’s about pulling those products together in a purposeful way to produce desired business outcomes....
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To find out the ‘real’ reasons behind our indirect-sales woes, we need to embrace the inquisitiveness of our inner child and repeatedly ask why....
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The message vendors need to convey to partners has little to do with reselling cloud products; it’s all about leveraging the cloud to make businesses more efficient, agile, and competitive....
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With some guidance, vendors can show partners that the key to high performance is building value, not one’s salary....
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In some quarters, a college degree is becoming more important, but it might be time to rethink how we train people to enter the workforce and deploy increasingly pervasive automated systems....
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Cloud computing isn’t a product; it’s an enabler of value-based outcomes. ...
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It’s completely reasonable for vendors to raise the bar a little higher for partners each year, but setting unrealistic goals can push partners away and into the arms of competitors....
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