Keeping You Up To Date With The Latest Channel News

10 Tips for Vendor Account Execs to Leverage Partners

Over the last 6 months, our single most requested workshop has been training Enterprise Account Executives to better leverage partners to win business and grow revenue. From our experience, vendor account executives (ie. salespeople who engage directly with end users) can be one of the best, or worst, resources a vendor can provide for their … Continued

CompTIA Community Meeting at Sofitel Sydney on 4th May

We’re delighted to announce that the next CompTIA ANZ Community Meeting will be live and in person on May 4th at the Sofitel Sydney. As businesses readjust to easing restrictions and the return to the office for many, businesses need to adapt to selling in this new hybrid environment. Nowhere is this more prevalent than … Continued

6 Tips for Managing Small-Medium Partners

We were asked recently by a client to create a channel management training program specifically focused on how to engage with and manage a territory of partners that were selling to Small Medium Businesses (SMB). Most of these partners were SMBs themselves so we use the term Small Medium Partner (SMP) as they have different … Continued

Don’t Ask WHO Your Customer Is. Ask WHY

When we’re thinking about marketing, one of the first questions that comes up is “Who are we selling to?” And the answer, eight times out of ten, is a list of demographic, sociographic, psychographic and other ‘aphic’ dimensions that describe an ideal client. This is the ‘customers that look like this’ approach. It’s useful to … Continued

Smarter Simpler Selling to Small Business

Selling to small businesses is an entirely different animal. It requires a different approach than marketing to consumers, mid-sized companies, or enterprise organizations. So what’s the best way to effectively market to small business owners? In this article, Sydni Craig-Hart from Smart Simple Marketing explains how to align with small business owners’ mindset, appeal to … Continued

How Channel-Ready Are Tech Vendors?

There’s plenty of evidence that selling indirectly through solution providers is an extremely efficient route to market for tech vendors. However, that success is often predicated on those same vendors knowing how to sell through the IT channel—why they want to do it, where to find the best partners, and when to use them. That, … Continued

The Lost Art of the Elevator Pitch

As channel consultants, we get to work with an incredible array of different companies and technologies. And with the breakneck speed of new product releases, it’s a real challenge trying to stay on top of it all. What continues to amaze us however, is how few companies can explain what they do in a concise … Continued

12 Elevator Pitch Examples to Inspire You

Elevator pitches effective when you’re talking to a stranger (at a networking event, in line, while riding public transit, or yes, on an elevator), and they ask, “What do you do?” or “Where do you work?” In situations like these, you need a short, snappy, easy-to-grasp explanation of your company and its products. The person … Continued