Channel News

The Right Way to Respond to Negative Feedback

Thursday, May 31, 2018

Most people don't enjoy receiving negative feedback, whether it's about themselves, their organisation or their team. Yet everybody enjoys being successful. The problem is that the negative feedback can offer information that will enable you to achieve a higher level of success. It could be said that negative feedback can be both constructive and highly informative, enabling you to adjust your behaviours, work practices or processes to reach new heights of success.

So how do you drop your defensive response to negative feedback and use the information constructively? It is not as easy as it sounds but there are some key things you can do. This article written by Tasha Eurich offers some excellent advice around adjusting your response and how to use both the people that offered the feedback and the feedback itself to your future advantage. Read on to learn more.

 ...Read More

The Good Enough Revolution: Simplicty vs. Functionality

Monday, December 16, 2013

I only came across this article a week ago, and even though it is 3 years old, I was struck by how relevant it is today. In a world where you can proclaim your undying love to your soul mate in 140 characters or less, maybe there are times when "Good Enough" is more suitable than "Good".

In our business we see this reflected in partner program design. Vendors spend so much time finessing the most minute details of their partner program that they sometimes lose sight of the overall objective. More importantly, the complexity this introduces means that partners are less likely to use the program, and so all the vendor's effort is wasted (a great example is when a 2% rebate is made up of 4 components each worth 0.5%).

In this article, Robert Capps examines what customers want from the products and services they buy, and whether we now favour "quick and dirty" over "slow and polished".

The Good Enough Revolution: When Cheap and Simple Is Just Fine ...Read More

2013: The Year Cloud Took Over

Tuesday, December 10, 2013

In this article, Allan Swann from ARN interviews a number of industry experts (including Moheb Moses from Channel Dynamics) about their view of the last 12 months, and the response is largely unanimous: Cloud was the key facet that defined channel business in 2013.

But that was just one of the key points that emerged in this article. To hear more about what the panel thought of the hits, the misses, the surprises and the big trends over the last year, click on the link below.

2013: The year Cloud took over ...Read More

Are You Focusing on the Right Clients?

Wednesday, November 27, 2013

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 this post, one of my favourite sales gurus, Colleen Francis, explains how her Sales Leader Classification System can help you determine which clients have the potential to benefit your business most. This model aligns so closely with our Partner Value Model that we thought you'd find it interesting to read a different perspective from a similar school of thought.

Playing Favorites: Which Clients to Focus on and Which Ones to Let Go ...Read More

Enablement Vs Certification (is there a difference?)

Monday, November 11, 2013

Author: Cam Wayland
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, and argue that most vendors believe they are developing partners through to Quadrant 4 (ie. Unconscious Competent) but in fact are leaving them in Quadrant 3 (ie. Conscious Competent) through misaligned certification programs.

But first let’s look at a quick reminder of the “Conscious Competence” model. ...Read More

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    Ingram Micro – Product Manager
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    Symantec – Business Development, Education Services
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