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Is it Worth Doing Business Plans and QBRs with your Partners?

“Whether ’tis nobler in the mind to suffer the slings and arrows of outrageous fortune.  Or to take arms against a sea of troubles.”  Even ...

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Your 2021 Channel Program built for More Successful Partnerships

Designing an indirect channel program that will motivate your partners to invest in your brand is difficult.  Many well-intended channel programs fa...

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How to Plan, Manage, and Measure Strong Channel Business Partnerships

I have been looking for inspiration on the “how-to” process for building deeper channel partnerships. Specifically, I am looking for what producer...

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A Channel Marketer’s Fantasy: Closed Loop ROI Management

One of the biggest fears of a channel executive is making investment decisions with incomplete information on activities with uncertain forecasted out...

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How To Achieve Better-Together Partnerships

Like chocolate and peanut butter or caramel and sea salt, your partnerships can be the best and the most complementary relationships possible.  Imag...

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Why Your Partner Planning Process May be a Train Wreck & How to Get Back on Track

Why do partners dread business planning with their vendor teams?  Because it is one of the most unsatisfactory, waste-of-time activities they partici...

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Less is More when it Comes to Partner Business Planning and QBRs

Every channel leader is looking to generate greater commitments from their business partners, resellers, and agents to invest in and grow their brand....

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RIP Platinum, Gold, and Silver Partner Programs – the New Model is Here

Channel partners have proven to be remarkable change-agents, both in front of their customers and inside their own businesses. Thinking about the amou...

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Why have VPs of Channel Sales Forgotten Best Practices Validated Over 160 Years Ago

In 1850, Isaac Singer introduced the first automatic sewing machine to be sold to homemakers and seamstresses for $10. Up to that point, sewing machin...

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The 3 Biggest Lies Channel Executives Tell Themselves Every Year

According to this year’s YouGov(https://www.mensfitness.com/weight-loss/burn-fat-fast/25-surprising-benefits-wei...

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How Super CAMs Can Create the Perfect Sales / Enablement Balance in 2018

The tension between short-term channel sales target achievement and medium-term partner enablement has never been greater. At the end of 2017, I overh...

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The Cadence of a Super Channel Account Manager

CAMs Have the Toughest Job in the Industry It is time to officially go on record that CAMs (Channel Account Managers) have the abs...

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