December 15, 2019

If you have an indirect sales channel you are probably well-aware that while they provide countless benefits, they also come with their own set of challenges. One of the biggest challenges that our customers face is onboarding—the process of bringing on new partners.

Th...

November 23, 2019

The killer channel app over the next 5 years won't be CRM. It won't be new partner on-boarding or training. It won't be deal registration or tracking.  The killer app over the next 5 years will be data. Actionable data.

Everything we do as CMO’s, from marketing to partn...

October 25, 2019

Whatever you may think about Steve Jobs, one thing is indisputable: he was the Zen Master of marketing.  So, its not surprising that the single most important lesson I learned from Steve stems from marketing. 

And that lesson is…

Everything is Marketing!  Everything...

July 20, 2019

The Challenger Sales Model came to light of day in 2011, with the release of the book, “The Challenger Sale” by Matthew Dixon and Brent Adamson. 

Today, in mid-2018, it’s more relevant than ever. Especially if your channel partners apply an account-based selling strateg...

June 22, 2019

MONEYBALL changed baseball and now it's changing channel management.

Moneyball, the movie, was released in 2011, starring Brad Pitt as baseball manager Billy Beane. It’s based on a true and very interesting story: 

The year is 2001 and Billie Beane, the Oakland Athl...

May 17, 2019

How to monitor the heartbeat of your channel and ensure a healthy outcome.

April 26, 2019

Achieving and sustaining a culture of quality in manufacturing is extremely difficult.  Quality products aren't simply the result of a "quality initiative".  Quality initiatives tend to be glossy, executive sponsored and short lived.  Enduring quality is the result of...

April 19, 2019

You need a portal for your dealers, customers, suppliers, and or whomever or whatever. Before purchasing, you'll need to know the difference between a web app portal and website portal. This article will help you choose wisely.

March 23, 2019

Few things irritate me more than a poorly branded portal. Yet, I see far, far more of these than well-branded portals. Why? Because most people in charge of implementing a portal don’t really think that interface matters. Or, in many cases, branding and design are not...