Blog

1 comment

Acquisition Integration: Stories from the Field

BTEG is currently working with one of the world’s largest technology companies and its channel organization.  For more than eight years, we’ve worked with the Channel Management team as a direct interface with its partners, enabling partners to build successful industry-focused and/or technology-focused practices. Over this time, we’ve built scalable partner practice building templates and models. Situation The client’s worldwide channel team is very large and complex―being both technology focused
more
No comments

Challenges of Mergers – Changes

If you've ever been involved in a corporate merger, or your company was acquired by another, you understand that the integration of the companies is a complex effort. Mergers can fail for a variety of reasons including culture, technology, politics or power struggles.
more
No comments

Lessons from the Dead at 35,000 Feet

zombieRecent travels for business took me to the far east. To get there and back I had to endure some very long flights. My return flight from Hong Kong took 14.5 hours! With all that down time I decided to do a little binge watching. I don’t watch much TV, but I do enjoy some science fiction and horror,
more
No comments

Enable Your Sales Reps with Proof Points

One of the most basic tools in a sales rep’s tool kit is proof points. Prospects want to know HOW the solution has successfully been implemented.  But, according to a Forrester study, 78% of Executive Buyers claim that sales people do not have relevant examples or case studies. A simple, 3-step process BizTech Enablement Group follows a simple, 3-step process, developed from working with hundreds of resellers around the world,
more
No comments

What Do Channel Partners Really Want? (Part 3)

If you’ve been following this mini-series, of sorts, then you now have some new insights into a channel partner’s desire for marketing relevancy (how vendors and partners work together to make marketing programs relevant to a partner’s business) and sales relevancy (vendors aligning with partners around the partner’s capabilities, to drive and close sales In this third, and final post of this series, we focus on another
more