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
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
Simply put, having someone “on the inside” doesn’t close deals. Continue reading Who You Know Isn't Enough
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
Structure agreements that motivate your partners to produce the outcomes you want. Continue reading Pay Your Partners for Performance
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 Exclusivity is a Four-Letter Word
How to make the most of a partner pitch Continue reading You Got the Meeting. Now What?
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