Say “channel conflict” to a partner leader, and you’ll send shivers down their spine. It’s one of the most stressful situations to be in and happens more often than you think. Two different partners start working the same deal. A potential customer wants to work with a different partner than the one you’ve already pulled … Continued
Last month I wrote about the 10 Commandments of Channel Management. This month I’m taking my surname-inspired biblical inspiration a step further to talk about something even more fundamental – Partner Profitability. And when I say profitability, I don’t just mean product margin. I mean the whole financial model… the profit from product sales, services, … Continued
The first half of 2025 provided the channel with plenty to discuss. From back-and-forth tariff concerns to broader geopolitical uncertainties and numerous technological innovations, vendors are taking the lessons learned from the first half of the year into consideration as they enable partners for the remainder of 2025. In this thought-provoking article from Channel Insider, … Continued
Channel sales is surging in importance as companies seek faster growth with lower overhead. In fact, more than half of B2B companies report increased revenue from channel partnerships, and channel sales account for roughly 75% of global sales. Yet despite its potential, maximizing channel sales performance in 2025 comes with new challenges. Buyers demand seamless, … Continued
Having spent over 30 years in this industry, I’ve seen some bad behaviour from partners. But to a large extent it’s often a reaction to bad behaviour from vendors. So with a surname like mine, it seemed kind of obvious that I take a leaf out of the Bible and lay down my 10 commandments … Continued
Earlier this week, I had the opportunity to moderate a panel at ARN EDGE 2025 on the dark art of MDF (Marketing/Market Development Funds) with four industry experts – Ashleigh Vogstad (CEO, Transcends), Patrina Kerr (Managing Director, Fabric Brand Partners), Brad Clarke (Founder, Channel Guru) and James Davis (Chief Strategy Officer, The TSP Advisory). We … Continued
The global technology landscape is undergoing significant shifts, propelled by fast-moving innovations in technologies. These are exponentially increasing demand for computing power, capturing the attention of management teams and the public, and accelerating experimentation. These developments are occurring against a backdrop of rising global competition as countries and corporations race to secure leadership in producing … Continued
In my experience, the number one reason partner strategies fail isn’t anything inside the partner organisation itself – it’s something else within the vendor’s own business. Misalignment. Too often, partners aren’t embedded in the overall vision, mission, or strategy. Many vendors keep pouring money into expensive direct sales models (even when those teams underperform) yet … Continued
Earlier this year, an article appeared in The Wall Street Journal titled “Everyone’s talking about AI agents. Barely anyone knows what they are.” It began with the premise that ‘Agentic’ is the biggest buzzword in Silicon Valley, but tech companies and enterprises lack a common understanding of its meaning. So what exactly do we mean when we … Continued
Building and managing a partner ecosystem has always been complex, but as AI becomes more embedded in business strategy, traditional approaches to partnerships often fall short. As companies grapple with higher customer expectations and increased competition, there’s growing pressure to make partnerships more intelligent, data-driven, and predictive – moving beyond gut feel to real insight … Continued
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