In the XaaS and managed services world, we don’t make money from winning customers… we make money from keeping customers. So when I see a company doing everything it can to alienate its loyal customers, I look at what lessons can be learned so that MSPs, vendors and distis don’t fall into the same trap. … Continued
As we go back to in-person meetings and events, it’s becoming apparent that one of the casualties of working from home has been face-to-face presentation skills. For the last few years, our presentations have consisted almost entirely of looking at someone’s face over Zoom or Teams. But as we start to present in person, we can no longer … Continued
Picture this: your key client’s company is thrust into a crisis, their systems are down, and the media is swarming like bees to honey. As a Managed Services Provider (MSP), ensuring business continuity in tumultuous times is not just a goal; it’s a commitment. Whether you’re addressing a local hiccup or an international debacle, the … Continued
We are often asked by vendors about the value of a Partner Advisory Council (PAC). In this dynamic landscape of modern business, where collaboration is often touted as the key to success, we believe a well-run PAC can be a game-changer in shaping the partner relationship. In this article, we will explore the concept of … Continued
In the conventional partner-vendor engagement model, partnerships are measured and graded primarily based on revenue generated and certification level attained. This results in a tiered hierarchy, such as Gold, Silver, and Bronze. However, emerging technologies like Cloud and XaaS have shifted the dynamics of the partner-customer-vendor relationship. The largest partners may not always be the … Continued
The move by many businesses across many different industries to engage with their customers on a subscription or recurring revenue basis, rather than perpetual, has had a profound effect on the overall customer sales engagement model, not just the billing model of monthly subscriptions. In this article we look at the differences between the traditional … Continued
One of the interesting dynamics of our industry is how quickly new technologies (whether they are developed internally or through acquisition) can alter a company’s direction. For example, it can happen when a vendor transitions from perpetual to XaaS, or when a software vendor acquires a hardware company (or vice versa), or when a new … Continued
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
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
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
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