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Blog

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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Channel Underperforming? – The First Place to Look is Your Channel Program Life-Stage

There are a lot of things a channel VP can do to accelerate revenues, but choosing exactly what to do based on an honest assessment of your channel’...

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The Biggest Lies Told In The Channel

Maybe we don’t realize we are lying when we speak to each other. It is the natural tendency of both parties to make a positive impression, which lea...

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The Top Five Wrong & Right KPIs used by VPs of Channel Sales

Even the most sophisticated, global, multi-billion-dollar annual sales channel organizations make these same basic mistakes over-and-over again.   W...

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Cloud Left Partners Out to Dry and Vendors Don’t Care

It is time to stop crying over spilt milk.  The days of traditional enterprise, on premise-only deals with fat margins, are s...

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Partner Life-Stage Activation Has Never Been Easier

Any experienced channel executive knows that a partner’s relationship with your brand changes over time. This is based on a range of factors - a pa...

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Getting More from Your #1 Investment in Your Channel

A company’s investment in its partner management team is typically its number one channel expense. This investment includes salaries, bonuses, and ...

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If You Put One Dollar into Your Channel, How Many Dollars Do You Get Back?

Most channel executives are familiar with the dreaded question from the company CFO or CEO: What did we get for what we spent in the channel last quar...

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Leading Partner Executives Say CAMs can be the Secret ingredient to their Success

I thought it was about time we heard from a person who is more qualified to advise vendors on their channel programs and go-to-market strategies than ...

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Have Channel Sales Executives Forgotten Why We Have a Channel?

Have channel industry sales executives forgotten why we need a channel to build business?  Is this even a legitimate question to be asking?  Of cour...

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8 Reasons CAEs Can Drive More Channel Revenue than CAMs or PSMs

The days of traditional channel roles are numbered due to the growth pressure on vendor brand sales and a partner’s expectations for improved profit...

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