In today’s customer-centric economy, nuance reigns supreme. There is no one-size-fits-all solution, because there are no one-size-fits-all problems. Each business you encounter struggles with a unique set of challenges. Many are on the same spectrum, but the nuance and context of each customer scenario require that you flex..Read More
People have been selling things for as long as they have been making them. With that much accumulated history and knowledge in the profession, it’s easy to see how some sales practices have become so ingrained that they’re taken for granted as foundational to a partner sales process.
More complex selling environments, more..Read More
The definition of insanity is trying things the same way you always have, and expecting different results. Have you ever experienced something like that? Maybe your boss has given you strict instructions to follow, but also mandated that you increase a key metric by 5% over the next month. How are you supposed to increase..Read More
Not all SaaS products are created equally. And when it comes to SaaS channel strategy, some companies are more suited for success in the channel. Historically, companies that offer high value, enterprise software benefit from utilizing partner programs. However, in today’s cloud-driven economy, having a strategic approach to..Read More
There are a few outdated ideas when considering a channel manager job description. Most of these stem from when technology was not as prevalent in channel management as it is now. For instance, you may see a description requiring a potential applicant who is able to multi-task and simultaneously work with multiple partners..Read More
Motivation for partner sales reps comes in many forms. Some of it intrinsic, such as pride and confidence. Some motivation might be more extrinsic, like sales incentives or periodic special recognition. But if youhaven’t thought about it already, using games to motivate your partner sales reps can be a powerful way to..Read More
Suppliers with a go-to-market strategy that includes indirect sales partners spend hours of time and millions of dollars to enable those partners to sell more. And often, partner programs give partner sales reps access to information and content via an online portal or content repository.But, traditional partner portals were..Read More