Tag Archives: channel enablement

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Adjustment Partner Management

There are many regular adjustments needed to get the most from your partners

Many sales reps live by the saying "Always Be Selling."  In Human Resources they use the mantra “recruit your employees daily”.    In Channel management, it is a combination of these two sayings, as you need to maintain partners’ interest and

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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
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What Do Channel Partners Really Want?

Relevance! Over the past few weeks I’ve been speaking with many reseller partners, of all types and sizes, worldwide. While I wasn’t specifically interviewing them about what they want from their vendor partners, I ended up having some great conversations about just that. So, what do resellers want from their vendors, i.e. OEM or software partners? What struck me was the fact that what resellers want isn’t as obvious as you might
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