For several years, pharmaceuticals and life science companies have enjoyed strong sales and profits based on quality products. However, the market is changing. There is an increase in over the counter (OTC) [...]
Businesses are like naval ships battling the rough winds and waters of a hurricane. In an area of uncertainty, the forces of change blow from every direction. Trade wars, pandemics, extreme weather [...]
“If you fail to plan, you are planning to fail!” is a frequently quoted word of caution from Benjamin Franklin, one of the founding fathers of the United States. Sales and operations [...]
There is one advantage to having poor channel incentives technology: You can always blame it on the tools! In my previous blog post, What Could Make Your Channel Partner Incentives More Successful?, [...]
Do you remember taking long road trips as a kid and repeatedly asking, “Are we there yet?” During long transport journeys, Logistic Service Providers (LSPs) often get asked a similar question by [...]
Believe it or not, most incentive programs are completely unsuccessful. In the spring of 2020, SiriusDecisions (now part of Forrester Research) surveyed1 more than 10,000 business leaders to determine the state of channel [...]
Some aspects of channel marketing programs are intuitive, while others require more thought or even intensive study. One of the less-intuitive channel marketing concepts is contra revenue, which actually means “against revenue.” [...]
When you think sanctions, there are a few things that probably come to mind: Iran, North Korea, possibly Russia. You may envision munitions being smuggled in Cold War-era trucks by rogue factions [...]
The recent disruptions around the globe have exposed the importance of end-to-end visibility and control to build the resiliency required to manage these major disruptions in the market. Today, more than ever, [...]
Free trade agreements, foreign trade policies, sanctions and restrictions are making headlines more than ever in the past few decades. The significant renegotiation of the North American Free Trade Agreement (NAFTA) led [...]
