Channel basics that will save you baskets of cash, and maybe your job… An interesting aspect of LinkedIn channel discussions and their posted articles is that they tend to p...
    • A Channel Building Schematic

      April 14, 2016

      Channel basics that will save you baskets of cash, and maybe your job…

      listening

      An interesting aspect of LinkedIn channel discussions and their posted articles is that they tend to pick up from the point that the channel is already in place and the partner community is populated.  As if a thriving Channel just pops into existence.  Suddenly you have a partner community and now you want to find out how to manage these new folks in the most efficient and productive manner.

      Well, I don’t think that’s fair.  I happen to know that there are plenty of LinkedIn readers who …

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    • Why Your Best Bet for a Successful SaaS Reseller May Not be a Reseller…

      June 18, 2014

      Defer to the “Referrer” for faster SaaS Sales…

      If we agree that the ultimate purpose of any partner program is to increase incremental revenue through broader distribution of your products and services; then, all that’s left – in a practical sense – is to define the optimum partner type and deliver the resources they require to be successful.

      Of course, it’s not that simple but it’s a good starting point for this discussion.

      Let’s begin with “partner type” and briefly explore what that means.

      When we create a new reseller program we begin by defining the program benefits and expectations

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    • How you can put the “PRO” in Partner Prospecting!

      April 1, 2014

      Organize your time

      Organize your time!

      Successful partner prospecting starts by learning how to beat the clock in the high volume game of numbers. 

      When a good portion of your living comes from VAR prospecting you learn some short cuts and tricks – I’m going to share some of those with you today.

      GET ORGANIZED – Organize your time, your prospecting database, your documentation and your thoughts.  Set aside research time and call time.

      Your prospecting targets will be more available and open to discussions on Tuesdays, Wednesdays and Thursdays – not saying you won’t have some success on Monday or Friday, but …

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    • What Every Software Startup Needs to Know About the Reseller Channel

      January 7, 2014

      For A Better Channel – avoid shortcuts and build a solid foundation for growth – get back to the basics.  It’s as easy as A-B-C

      The “basics” I’m referring to are not compiled on a neatly defined list of do’s and don’ts, there’s already plenty of those around.  And, not to diminish their value, they can be quite helpful to the aspiring channel newbie while they gobble up every blog and forum comment they can find on the subject as they prepare for the challenges to come in their new role of an SE turned Channel Manager. or Software …

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    • Why we believe that PRM has entered the Goldilocks zone

      August 1, 2013

      An introduction to Channels-as-a-Service (CaaS) solutions brought to you by The VAR-Cloud, a division of The VAR-City

      The VARCloud - Channels Cloud Services DepotFinding the “just right” PRM

      For more than a decade The VAR-City has been researching and evaluating Partner Relationship Management (PRM) software for our clients.  When we began our quest for the ultimate PRM solution there were few true SaaS offerings and a smattering of  kludgy ASP versions of the Enterprise parent.

      We took a close look at all of the leading PRM applications, portal variations and open source CRM software with plenty of willing expert developers who promised to make it hum …

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