Channel basics that will save you baskets of cash, and maybe your job… These days I can’t help but notice that most LinkedIn channel discussions are written for existin...
    • Channel Executive’s Survival Guide: Concept 1.1 – Viability, Budget and Clarity of Vision

      July 11, 2016

      Critical First Steps…

      bookWhen time and money are limited, and progress is the key metric for interim success; it’s critical, and sensible, that every action is a step towards the ultimate goal.

      Combining economy of actions with a clear vision of the end point is the fastest and shortest route to the finish line.

      Viability

      Not every product or service sold in and through the IT marketplace is a Channel viable solution.  In short, you might waste a great deal of time and cash attempting to establish a reseller program when, for a number of quantifiable reasons, there’s a slim …

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    • Channel Executive’s Survival Guide: Concept Framing & Course Plotting 1.0

      July 11, 2016

      Converting your Channel Concept to an Action Plan

      book

      Years of IT experience and a track record of success have brought you to this point.  You’re organized, smart and determined – you welcome new challenges, and this certainly qualifies.

      The Executive Team, of which you’re probably a key member, recently met and decided that it’s now time to add an Indirect Channel Sales revenue stream to the corporate mix.  In the meeting it probably sounded more like – “So, we’re agreed – let’s get some VARs to sell our stuff.”.

      You’re picked, the honor is all yours.  A smile flashes, barely …

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    • A Channel Building Schematic

      April 14, 2016

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

      bookThese days I can’t help but notice that most LinkedIn channel discussions are written for existing IT Partner Programs.  Meaning that, the target audience and those asking for advice are in the, “…we have a channel that’s not performing up to expectations, what do we do?” zone

      Fortunately for this group, there’s no shortage of great advice from experienced channel managers, software sales folks with a helpful partner solution or other experts.

      Unfortunately, there’s another large group of channel hopefuls who are having a more difficult time …

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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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