Channel Management: Job or Profession?
“Jasmine has a ton of potential but is really struggling to close deals as a direct sales rep. I think she would be better suited in a Channel Management role.”
“Roberto, one of our best Customer Success Managers, really wants to move into a sales role but…
How Can I Increase My Partner’s End-of-Quarter Urgency?
“I am dumbfounded! It’s the last two weeks of our quarter and the email I just sent to the partner sales rep running the largest deal of the quarter generated an out-of-office response saying she’s on holiday for the next 10 days! How can she think it’s OK to take...
My Channel Partners Are Terrible Sellers!
I’m a bit suspicious when I hear this kind of complaint from a Channel Manager because it’s often just a veiled attempt to portray the Channel Manager as indispensable and indicate no revenue would happen without them. More importantly it...
How Can I Increase Channel Revenue When My Channel Managers Are Already So Busy?
Driving revenue through the channel is hard. Because the channel partners don’t actually work for the vendor, many vendor channel managers and channel executives seem to take a less structured approach to revenue achievement planning. They seem to follow...
Why isn’t My Channel Partner Achieving Their Quota?
I’m always a little bit surprised when I hear a Channel Manager comment on the inability of one or more of their partners to achieve their “assigned quota”. It seems somehow contradictory to juxtaposition the concept of a mutually beneficial business...
Tailoring for Resonance is More than Buzzwords
“We have the best technology. We have a superior solution. Our solution is the industry leader.” I was reading what members of the audience – all from different companies – had written on index cards in answer to the question: What is your company’s primary...
Divine Demos and Presentations #2
In early 2015 Esurance ran a set of TV commercials in which a less-desirable replacement presents themselves as the "sorta" provider: a race-car driver instead of the normal parking valet; a drug dealing science teacher instead of the normal pharmacist; a tattooed,...