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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...

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’...

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...

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...

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...

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...

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 ...

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...

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 ...

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...