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...
    • I’m running out of ways to say this – “Stop it!”​ (2-minute read)

      February 8, 2017

      Sometimes we can be lion to ourselves…

      lion

      Supreme confidence can be a blessing and a curse…right?

      To my point, it’s a rare case when I meet with a CEO or any members of his/her executive team that I’m not meeting with an impressive group of confident and successful overachievers. Their will is strong and their egos can fill a conference hall – and often do.

      In no way am I suggesting that that is a bad thing, not at all – these are the people I love working with.

      Where things can get a little off the tracks, is …

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    • Follow @TheVarCity on Twitter for inner-circle updates and offers (<1-minute read)

      February 8, 2017

      “Three steps forward and two steps back is not sustainable Channel progress!”

      totd-3d

      Latest Tips, Tricks and Channel Hacks from a 35-Year Channel Veteran.

      Toothy sharp, bite-sized nuggets of competitively useful Partner Development and Prospecting Advice.

      Get your new Channel off to an instant and powerful start with fine-tuned proven concepts and a knowledge based virtual firewall of decision making protection against costly uninformed mistakes.

      “Three steps forward and two steps back is not sustainable Channel progress!”

      Trim your current sluggish Channel into 2017 fighting shape with our problem solving fixes and zero missteps.

      Sharpen your budget, step away from unrealistic …

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    • It’s New Partner Hunting Season – Quicken your Step and Sharpen your Pitch (1-minute read)

      February 8, 2017

      Maximize your VAR Partner Prospecting by following the Channel Seasons

      totd-3d

      Searching for qualified partners can occur at any time of the year; but, finding good partners ready to sign your contract is more seasonal than you know.

      Partners are more inclined to sign up with a new vendor during Q1 of each year for two specific reasons:

      1. It’s a common practice for vendors to squeeze their contract periods into 1 or 2 annual opportunity windows to reduce their contract management overhead. By having all partner contracts renew during the same time period the vendor also simplifies the roll-out of new

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    • Before embarking on a new Partner Prospecting campaign – Try this simple Tip

      February 1, 2017

      Click’n Go… (<1-minute read)

       

      totd-3dOpen up your browser and Google, Bing or Yahoo: ” VAR Partner Prospecting ” then let the results guide your next steps

      Congratulations!  You have found the VAR Prospecting Pro.  I look forward to hearing from you…

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    • Starting a new Channel Program? Question your motives before committing

      February 1, 2017

      Starting a new ISV reseller program for any of the following reasons hints to more struggles to come (3-minute read)

       

      totd-3d

      Over the past 20 years I’ve heard just about every reason an organization might want to boost their company’s revenue stream with the promise of a new cash cow partner program.

      Pumped with enthusiasm and the parental belief that their solution is the best thing ever, they can be a bit too biased to hear our cautionary message – “…not every product and service is Channel viable, and temper your cash flow expectations, this can take awhile”.

      As …

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