In order to be profitable, you need to know which clients (or partners) you should spend your time with and which ones you should let go. In fact, in some cases, it might be best to let a client go so you can spend your time and other resources on a more lucrative account. In … Continued
Earlier this year, we wrote about the “Conscious Competence” Model and how newly recruited partners also go through the same 4 stages as newly recruited employees, and how your channel enablement style needs to change accordingly. In this article we take the concept further by overlaying a typical partner program training, enablement and certification approach, … Continued
In this article, CRN’s Leon Gettler interviews Channel Dynamics’ Moheb Moses about the importance of PR (Public Relations). Does it matter, how do you generate it and is there a tangible ROI. And where does Social Media fit in? For Moheb Moses, managing your own PR requires you to get out as much as you … Continued
Recently I’ve been working on several channel program design projects, and I am surprised to see vendors invest so much effort into their program offering (tiers, benefits, etc), but not put much thought into the actual engagement model. The end result is usually some form of channel conflict, or gaps between partner’s expectations and vendor … Continued
Of course, the reseller isn’t dead or even close to passing away. But the so-called new-age reseller is having to evolve, and rapidly. So what is the bottom line to this evolution? According to industry experts the answer is simple: differentiate and grow now or be left behind. It is the only way to stay … Continued
Traditional partner value or vendor engagement strategies have typically been dictated by program requirements. Under this model, partners are assessed according to the level of revenue generated and the level of certification achieved. Based on this assessment, partners are then assigned a rank, within the program hierarchy, of Gold, Silver, or Bronze. In recent years, … Continued
The commercial advantages offered by Cloud computing are so well known it would be superfluous to list them here, and so attractive they continue to generate a buzz across the commercial landscape. But if you are currently a traditional reseller, is your businesses genuinely ready to transition to reselling Cloud offerings, or to being a … Continued
Common wisdom in sales dictates that the higher up the ladder you can go, the more return you’ll see on your investment. But the boardroom door only opens to those with a handle on executive etiquette, and insight into the mindset beneath it. In this post Geoffrey James reveals the strategy (in six steps) best … Continued
Many people hear the word “sales” and think of pressuring, manipulating, and maneuvering potential customers into making a purchase – all the stereotypes of used car or timeshare sales. But if you really want to boost your career, regardless of what role you are in, maybe you need to find a way to work in … Continued
In a previous article, I wrote about the parallels between recruiting people and recruiting partners, and how the principles we apply to recruiting staff are equally applicable to recruiting partners. Today, we look at the parallels between developing staff and enabling partners. Over the years, the “Conscious Competence” Model has become a popular and insightful … Continued
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