The sales process is not often simple. Obtaining sign off on a deal of almost any size requires many meetings and presentations to different people within a business. Sales people spend these meetings proving the value of their solution and specifically how it will help solve a customer’s problems. It is well known that as … Continued
We are hearing and reading so much about the changing landscape of the channel. We hear how the evolution of Cloud means that businesses need to make fundamental changes to their business models and the way they go to market. It is a case of either evolve with the industry or you won’t survive. These … Continued
We come across all sorts of people in our working lives, all with different personalities. Further to this, we have to find a way of working with these different personalities to get our jobs done, whatever they may be. While people generally don’t sit neatly into pre-defined personality categories, you can normally group people broadly … Continued
Recently we have been working with a number of service providers building out their channel and XaaS offerings. The first part of the process is helping them to clearly define their target customer, and as a result what will be the best type of partner to acquire and service this customer. The second thing we … Continued
Many of us have to motivate or incentivise people that we work with as part of our job. Most of you reading this piece would work with sales staff or channel partners that you need motivate and incentivise every quarter in an effort to reach sales targets. Either way we tend to use financial incentives … Continued
Chris Kenton, the founder of the organisation SocialRep, recently wrote an article published on LinkedIn about the channel marketing trends tipped for 2015. Based on a larger body of work that Chris is completing, he interviewed a large number of Channel Marketing Executives and Managers to understand what challenges they are facing in growing partner … Continued
The price of a product or service is always something that a consumer considers as part of their purchasing decision. Businesses are acutely aware that some purchasing decisions are purely price driven, but it seems there is more to a price for a product or service than one would ordinarily consider. An interesting article written … Continued
I often conduct strategy discussions with vendors who sell through Service Providers, and at some point during the meeting, I’ll ask the question – are Service Providers (ie. Managed Service Providers, Telcos, Cloud providers, etc) your Customer or your Partner? The answer is usually something like “well sometimes they’re customers and sometimes they’re partners but … Continued
As we head into the new year, it is a perfect time to gain some insight into what is ahead and what the market and industry trends look set to do. This sort of information can be extremely helpful in helping us shape our business planning, sales modelling and customer strategies. While no one can … Continued
It is a new year and that presents us all with an opportunity to reflect on the year that was and to consider what we might do differently in the year ahead. Many of you present to various audiences (partners and/or end-users) on a regular basis as part of your job. Many of you I … Continued
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