5 Reasons Channel Managers Don’t Need a Mobile Strategy

Over the past two years all the buzz in the channel has been about having a mobile strategy. Mobile is the latest in a long line of …

Published August 5, 2015

Determining the ROI of Your Channel

Everyone is looking to get an ROI read on their indirect sales channel, especially those organizations that are just starting out with a partner program. If you’ve …

Published July 18, 2012

Structuring a Partner Program to Get the Partner Behaviors You Want Part 1

If you’ve ever had a spiff program not work the way you’d hoped, you already know that partners can behave in completely unexpected ways… Or are they …

Published June 6, 2012

The Channel as Search Engine Optimizer

Five Steps for Dominating SEO Using Your Channel Lets face it: The reason you build a reseller channel is to accelerate your company’s sales ten times faster …

Published May 10, 2012

Joint Business Planning: A Myth or Necessity?

I bet you’re hoping I’m going to say “myth.” No one likes planning, right? But we might as well face facts: joint planning with partners is a …

Published April 10, 2012

How to Minimize Indirect Sales Channel Conflict

Notice the title isn’t “How to Prevent Indirect Sales Channel Conflict.”  That’s because, unfortunately, conflict within a partner program is pretty much unavoidable. But accepting that on …

Published March 28, 2012

Three Keys to Partner Engagement

I was recently asked by a new customer if we had any documentation or training materials for partners that would get them more engaged and keep their …

Published March 19, 2012