One of the biggest fears of a channel executive is making investment decisions with incomplete information on activities with uncertain forecasted out...
Why do partners dread business planning with their vendor teams? Because it is one of the most unsatisfactory, waste-of-time activities they partici...
Every channel leader is looking to generate greater commitments from their business partners, resellers, and agents to invest in and grow their brand....
Channel partners have proven to be remarkable change-agents, both in front of their customers and inside their own businesses. Thinking about the amou...
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...
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...
