Channel Executive For Hire

As a former VAR, I have heard manufacturers tell me how much I have their support in speeches and executive meetings but when the rubber meets the road, often the indirect channel is an afterthought.  Here’s my list of top 10 channel program lies...

If you have been in the channel space for a while, you know that the resources dedicated to channel excellence are few and far between compared to the mass of volumes dedicated to the direct sales process.    Well, thanks to Stefan Utzinger’s new...

Are you doing Joint Marketing Planning with your partners?  Most channel managers have this on their to-do list, but in the day-to-day crazy-busy* schedules that they manage, it often becomes an overwhelming task that is put on the back burner.
Whether you call it Joint Marketing Planning, or Joint Business Planning, or a Partner Action Plan, the key here is that you engage with your channel partners to align your business priorities with a Go-To-Market plan that drive leads and sales.  Good...

In this “crazy-busy*” world, we all suffer from information overload, bombarded by overflowing calendars, multi-page emails, texts, tweets, and meetings, so how do we have time to sit back and re-evaluate how we sell?  I’ve been fortunate...