Traditional partner value or vendor engagement strategies have typically been dictated by program requirements. Under this model, partners are assessed according to the level of revenue generated and the level of certification achieved. Based on this assessment, partners are then assigned a rank, within the program hierarchy, of Gold, Silver, or Bronze. In recent years, … Continued
The commercial advantages offered by Cloud computing are so well known it would be superfluous to list them here, and so attractive they continue to generate a buzz across the commercial landscape. But if you are currently a traditional reseller, is your businesses genuinely ready to transition to reselling Cloud offerings, or to being a … Continued
Common wisdom in sales dictates that the higher up the ladder you can go, the more return you’ll see on your investment. But the boardroom door only opens to those with a handle on executive etiquette, and insight into the mindset beneath it. In this post Geoffrey James reveals the strategy (in six steps) best … Continued
Many people hear the word “sales” and think of pressuring, manipulating, and maneuvering potential customers into making a purchase – all the stereotypes of used car or timeshare sales. But if you really want to boost your career, regardless of what role you are in, maybe you need to find a way to work in … Continued
In a previous article, I wrote about the parallels between recruiting people and recruiting partners, and how the principles we apply to recruiting staff are equally applicable to recruiting partners. Today, we look at the parallels between developing staff and enabling partners. Over the years, the “Conscious Competence” Model has become a popular and insightful … Continued
Supporting customers with the right products and services to match should be top of mind for the channel this year. Many industry experts are also touting 2013 as the year Cloud services reach a point of maturity in the market, and this also plays into the importance of security. In this article, Julia Talevski and … Continued
Sales proposals have the unfortunate combination of being both expensive to create and easy to screw up. Maybe that’s why so many sales reps loath writing them. In this post, Geoffrey James describes the 6 most common dumb reasons that sales proposals end up in the trash, along with some easy-to-follow advice to help you … Continued
A US programmer was allegedly caught offloading his data-sensitive job to a freelancer in China so he could spend the day surfing the web, a Verizon case study has told. Was he being unlawful, unethical, or just plain innovative? In this article, CRN explores this issue further, and discovers there’s more than one point of … Continued
As the year draws to a close we are often asked about our tips or ideas for the coming year. This year our number one tip to improve channel performance is easy to do, costs very little, but will deliver huge gains in productivity, relationship alignment as well as revenue. Simply conduct regular structured business … Continued
Let’s face it, in the past few weeks economic indicators haven’t exactly been cheery. The Reserve Bank cut interest rates again because of tightening global economic conditions, worldwide stock markets tumbled on the face of global uncertainty, and vendors and analysts aliek are slashing forecasts. However, despite the bleak outlook, some channel businesses have managed … Continued
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