3 Strategies you Need to find the Right Channel Partners

Having the right channel partner program starts with getting the right partners and then making sure you really understand their business requirements and priorities. Have a Robust …

Published February 9, 2018

Don’t be ‘That Vendor’ with your Channel Partner

Ever go on a date, or meet someone new that doesn’t know how to read the clues? They over-text, over-email and generally over communicate. They come off …

Published October 14, 2015

Do you know the Secret Sauce in Channel Manager Success?

In the ever-present drive to grow the channel, it’s easy to lose sight of the forest for the trees. Our goals are usually expressed in numbers, and …

Published July 24, 2015

The Beauty of the “Ready, Aim, Fire” Approach to Building Your Channel

This bounces off the post we wrote last week, where we explained the three things to consider before shopping for a channel solution. Not getting ready before …

Published March 13, 2012

Building the Partner Relationship: It’s a Lot Like Dating

For the sake of this post, let’s assume you’ve already looked carefully at your company’s situation and determined it is, in fact, the right time to start …

Published February 28, 2012

Which Comes First – Lead Generation or Partner Recruitment?

“I want to be working with a channel, but which should I be doing first?” This question comes up regularly on LinkedIn groups. It may sound like …

Published February 15, 2012

How to Find the Right Channel Marketing Manager

What does a Channel Marketing Manager Do? Before you can hire the right person, first have an understanding of that person’s job responsibilities. Usually a Channel Marketing Manager …

Published February 7, 2012