Would you recruit a sales rep for your business just because they were enthusiastic, and knew someone they could sell your product to? Without an interview? Without references? Without discussing salary or sales targets? It sounds a bit crazy doesn’t it! But that’s exactly what vendors do all the time with their channel partner recruitment. … Continued
In talking to people at the recent CompTIA event, there was an overwhelming sense that we are living amidst the biggest changes in the way we work and view the world, probably since the second world war. Technology is again at the vanguard of this change but only in response to an invisible attack from … Continued
At the last CompTIA Community Meeting, we asked the attendees to give us their observations from 2020, and their predictions for 2021. These nine charts summarise the feedback across five aspects: Revenue growth Staffing numbers Working from home Technology Business challenges 1. Revenue Growth Overall, the impact on revenue in 2020 was mixed with 44% … Continued
We’ve recently worked with a number of companies who needed help redesigning their sales incentive programs to drive sales of Monthly Recurring Revenue (MRR) through XaaS, Cloud and Managed Services, rather than traditional CapEx IT. While there may not be a single perfect incentive model for all organisations, there are certainly some valuable lessons you … Continued
In Australia and New Zealand, restrictions have eased over the ability to meet with customers and partners in person. And as the vaccines are rolled out, it’s only a matter of time before we return to some semblance of the way meetings used to be. But just because we can meet in person, does that … Continued
Our best-selling channel workshop – Dynamic Channel Excellence – is now scheduled for 3-4 March. This is a virtual workshop is delivered remotely by a live instructor, and is perfect for any channel professional from the technology industry, who wants to dramatically improve their channel knowledge and skills. We cover everything from building the best … Continued
Recently we worked with two vendors to update their channel strategy to be more MSP focused. One of the biggest hurdles was to re-align the internal and external compensation systems to support the channel partners. The old adage “you get what you pay for” was certainly true, and without change, the new channel strategy was … Continued
In last month’s article – Not Everybody Wants to Grow – we made a brief reference to the Ansoff Growth Matrix. In this month’s article, we explore this model further, and its implications for your channel strategy. Igor Ansoff was born in Russia in 1918, but is largely considered to be the father of strategic … Continued
It may be abhorrent to many vendors, but not all solution providers/MSPs want to grow their business. It may be that they’ve achieved a level of organic growth and profitability they’re happy with, or it may be that the additional investment required may be too great, or it may be a business culture that prefers stability. … Continued
Over the last few months, we’ve written about the need for companies to transition to a new way of doing business. And like many other companies, we’ve had to pivot to delivering our training virtually, rather than face-to-face. But when we set out to adapt our courses, we didn’t just want to run boring webinars… … Continued
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