“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 I’m not sure...
“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...
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 reveals a critical warning...
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 the “if we...
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 partnership with...
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The Rudow Group , Inc. is dedicated to helping organizations both large and small simplify their approach to sales, services, and leadership.
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