Articles
An Interview with Sean Grundy, Co-Founder, and CEO of Boston-based Start-up Bevi.1. Let's start from the beginning. As the co-founder and CEO of Bevi, when did you first know you were going to sell through the channel? Once you decided the partner route was right for...
Channel partner incentive programs, or SPIFFs, are contests that accelerate sales performance. Although SPIFFs are short-term incentives, they ultimately help achieve long term revenue goals and business growth. However, SPIFFs are an investment and should be...
When you’re working with channel partners, so much focus goes into ensuring they’re equipped with the tools and knowledge they need to succeed. There’s no doubt that’s important, but are you also putting aside bandwidth to focus on your professional growth? It can be...
Are you fluent in the language of the channel world? Every industry has its own jargon, and channel sales are certainly no exception. From PRM to ITSP it can sometimes feel overwhelming trying to decode these acronyms. Still on the learning curve? We’ll help you...
In a rapid, competitive sales market, it’s all too tempting to focus solely on closing a deal. But if you want to supercharge your success it is time to move beyond this short-sighted goal. You must create a motivated, innovative, and cohesive team to drive your...
1. Conflicts of Interest The Challenge: You and your partners may not be direct competitors, but there’s still overlap. You’re most likely in the same industry, targeting the same customers. This can cause uncomfortable situations. One of the most common issues occurs...
Ecosystem. It's one of those buzzwords that’s thrown around a lot in the channel world. But what does it really mean? And what specifically should you be doing to build a channel ecosystem? Let’s start with the basics. Think of the Amazon: its flora and fauna all have...
Learn how to increase partner revenue with sales enablement content. Marketers know better than anyone how to use content to educate prospects about products and services in order to move them through the Buyer’s Journey. Salespeople, too, can leverage buyer...
Partner programs and indirect sales are well underway at most companies. Since Coronavirus has become a worldwide pandemic, the technology we have in place today can help prevent business from slowing down. The March 2020 Gartner Webinar "How Your Business Can...