Business development
How to win the day when pitching a partnership
Continue reading How to win the day when pitching a partnership
3 Lessons on how to pitch your startup from Ben Folds' manager, Mike Kopp
Continue reading 3 Lessons on how to pitch your startup from Ben Folds' manager, Mike KoppWhy you need channel sales targets now
Channel partnerships are an extension of your direct sales efforts. Treat them that way by setting and measuring against sales targets. Continue reading Why you need channel sales targets now
Make it about the markets and the money
What makes or breaks a channel partnership at the outset isn’t how great the product is, but the opportunity it represents—one defined by expanded markets and increased revenue. More money. Continue reading Make it about the markets and the money
Who you know isn't enough
Simply put, having someone “on the inside” doesn’t close deals. Continue reading Who you know isn't enough
The 3 P's of partnerships
For partnerships to be a source of strategic advantage, we need an alliance capability founded on patience, persistence and pragmatism. Continue reading The 3 P's of partnerships
Pay your partners for performance
Structure agreements that motivate your partners to produce the outcomes you want. Continue reading Pay your partners for performance
Why wxclusivity is a four-letter word
The larger company in a partnership often assumes because of their size and potential impact on your business that they have the right to exclusivity. They’re wrong. Continue reading Why wxclusivity is a four-letter word
You got the meeting. Now what?
How to make the most of a partner pitch Continue reading You got the meeting. Now what?
The end of the Independent Software Vendor
From enterprise software to mobile devices, rarely, if ever, does one company deliver the whole product. Continue reading The end of the Independent Software Vendor
