What’s In Store For The Channel In 2020

There is a monumental shift in how buyers acquire products and services and how companies are reacting with their go-to-market and routes-to-market strategies. Forrester’s Principal Analyst, Jay McBain spoke to hundreds of companies about their channel strategy and programs, liaised with many industry professionals around the world and participated in a profound number of webinars … Continued

Segment Partners on Potential, Not Level

One of the most challenging decisions for any business executive is to determine what investment will generate the greatest return.  There are plenty of options of what to invest in, but there is seldom certainty in which one will be the best use of your precious funds.  The same is true for investment planning and program design … Continued

Building Alliances That Actually Work

When vendors talk to us about channels, they typically mean resellers, MSPs, distributors, integrators, consultants, and occasionally agents. But every once in a while, a vendor asks us about building an Alliance channel, or making their existing Alliances work. What makes Alliance partners more difficult than a traditional channel, is that they typically don’t make … Continued

Are you Really a Channel Company?

I come across many companies that say they are a 100% channel and they don’t ever sell direct. Firstly, that is probably unlikely, but regardless, even if 100% of your business actually does go through the channel, that doesn’t make you a channel company. It’s how you leverage the channel, and how the channel leverages … Continued

Not Being a Trusted Advisor Can Be an Advantage

This month I am continuing on from Moheb’s feature article in our August newsletter, that explained the four traits of being a trusted advisor. I am going to start by making a controversial comment and suggest that being a trusted advisor should NOT necessarily be the primary goal for every Channel Account Manager (CAM), and certainly … Continued

The Four Traits of a Trusted Advisor

If I had to pick my most annoying phrase right now, it would be “Trusted Advisor”. Greatly overused, often misrepresented, and largely misunderstood, those two words are now well and truly entrenched in the “Meeting Bingo” category – they seem to get bandied about without any particular definition or consideration. But while I may hate … Continued

Predictions of What Will NOT Happen in 2018

At the beginning of each year the channel trade press, IT industry consultants and pundits take a stab at what will or may happen in the coming year. While so much has happened in the IT industry in recent years, it seems that some things never change. With that in mind, this year we thought … Continued

Maybe It’s YOU That’s Not Adding Value!

It’s funny how things come in waves. In the last month, I’ve had four conversations with four different vendors, concerned that their sales team is not engaging the channel because their reps believe partners add no value. And while I agree that there are certainly partners who add no value, we obviously wouldn’t be in … Continued

This Channel Thingy Is Getting Complex

Channel used to be easy. I don’t mean easy for the average man in the street (who thinks it’s a brand of perfume or something you change with a remote). I mean it was easy for those of us actually in the channel. We all understood how it worked. Vendors sold to distributors, who then … Continued

Volume Partners – Selection vs. Collection

Author: Ian Maclean Over the last few years, Channel Dynamics has conducted many research projects around understanding problems relating to the partner ecosystem. In many instances, the research highlighted that vendors were not focusing enough on recruiting the right partners, or that partners were being on-boarded in a haphazard manner. In other words, anyone could … Continued