On March 23, Jay McBain, one of the world's most influential channel professionals, posted an article on Linkedin with a bold title: “The entire technology industry should be watching the Microsoft story [...]
Sales channels have always been evolving. Historically there were middlemen. More recently, there were influencers. Now, the world is entering the third age of channels: the ecosystems. Each age builds on the [...]
Sometimes a door seems locked, but all it needs is a little push. Sometimes an idea that starts as a “maybe” gains momentum until it’s a tidal wave that carries you beyond [...]
If your company reaches customers through an indirect channel, understanding how it is impacted by external influences is essential. Analyzing the effect of changes in macroeconomic and technological factors can help you [...]
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?, I examined [...]
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 [...]
Collaboration across multiple tiers of supply is no longer a “nice to have” when it comes to advanced sourcing and procurement. In this timely article published by McKinsey and Co, Taking supplier collaboration [...]
We don’t have a crystal ball and we can’t read tea leaves. Managing a business, especially on a global scale, will always involve uncertainty and risk. But we can still make some [...]
Channel incentive programs often lack clarity and impact, fail to attract partners and result in overspend. How can you avoid issues like these? Follow the 8 steps below to incentivize your channel [...]
The benefits of transacting through a channel are well known. Companies that adopt the indirect channel as their go-to-market avenue can expand their presence in new territories and segments, and also gain [...]
