Now that you are fully committed to looking for ways to improve your partner channel overall performance, one of the areas you may be considering is relying more on your channel distributor, but beware.  This is a particularly popular approach for companies that want to cut costs and improve the efficiency of their coverage of SMB.   Here is a common scenario I run across:  “For years I’ve been leveraging my own resources to support my channel partners.  It’s how we’ve always done it, but this year I decided to do something different and take the SMB end of my product segment and rely exclusiv... [More]

Now that 2012 budgets and company objectives are in place, sales and marketing executives are looking to meet revenue goals the most efficient way possible ---by increasing the health and performance of channel partners. As these sales and marketing executives take a look at their current channel activity, they are asking tough questions such as: - My market share is eroding, my partner channel’s sales are declining and the usual “fixes” don’t seem to be helping. What’s changed? (The economy excuse is getting old). - What is the best way to identify the root cause of the decline and underperformance... [More]