It’s not often you have a conversation that makes you question whether the advice you’ve been giving for 15 years still applies. But that’s exactly what happened to me last month. In fact, it happened twice, with two different organisations, both exploring models that challenged some fairly established channel thinking. For years, we’ve encouraged partners … Continued
Later this month, I’ll be delivering a keynote at the ARN Leadership Program in Sydney, an event designed to help develop the next generation of leaders in the Australian technology industry. I’m particularly pleased to be sharing the stage with Rhody Hill, Founder & Principal at Ecosystem Alchemy, who was the catalyst for me writing … Continued
I recently joined Jeni and Nick Clift on the MSP Mastery Podcast for a wide-ranging conversation about the changing role of the MSP and what it takes to move beyond selling technology to delivering the outcomes and building customer trust. We explored the role the channel plays in bridging the gap between the technology a … Continued
A couple of weeks ago, one of my clients mentioned that they were using AI to help conduct their pipeline reviews. I thought that was an interesting application because it addressed an issue faced by organisations across every tier of the channel – vendors, distributors and MSPs/solution providers. It also prompted me to explore what … Continued
Over the past month, I had the pleasure of joining two very different podcasts, each with a different audience but a surprisingly similar conversation. Susanna Kenyon-Muir invited me onto A Portfolio Life to discuss the challenges people face when leaving a corporate role to build a portfolio career, while Kanika Vasudeva welcomed me to Business … Continued
Artificial intelligence is changing far more than the way organisations work internally. It’s also changing how customers discover, evaluate and choose the companies they do business with. As buyers increasingly rely on AI to research suppliers and compare options, many of the traditional ways organisations have differentiated themselves are becoming less effective. This thought-provoking Harvard … Continued
One of the most common mistakes I see in both channel sales and direct sales is assuming that the person you’re dealing with is influencing the outcome. Sometimes they are. Many times, they’re not. As organisations grow, decision-making becomes more complex. The person with the problem isn’t always the person who controls the budget. The … Continued
For decades, Market Development Funds (MDF) have been one of the primary ways technology vendors invest in their channel partners. Yet despite the billions of dollars spent each year, many vendors struggle to demonstrate a clear return on that investment. In this thought-provoking article, Jay McBain challenges some long-held assumptions about MDF and explores why … Continued
One of the themes I’ll be exploring at ARN EDGE next month is how dramatically the buying journey has changed. Customers now have access to more information than ever before. They can research products, compare vendors, read reviews, watch demonstrations, and increasingly use AI tools to help them evaluate options – often long before they … Continued
If we’re connected on LinkedIn, you’ve probably noticed my feed has looked a little different over the last month. Less about channels, and more about selling. To me, those two things have always been deeply connected. One of the things I’ve realised after decades working with vendors, distributors, MSPs, integrators, and channel leaders, is that … Continued
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