Over the past 10 years I have worked and still work with many channel focussed technology vendors. Most if not all vendors understand their top tier partners very well but conversely know very little about their lower tier partners. Personally I think they might be missing a trick.…
“My budget is limited” I’ve never come across a Channel Executive who told me he had sufficient budget to do what he felt was required to meet his targets. Everyone is under pressure to save money. Considering how much it costs to recruit and enable partners, our experience suggests that firms do not really maximise their full potential. It is a real challenge to understand how best to invest limited resource such as Channel Managers, support and marketing spend but it is vital to understand how allocating this resource to partners will deliver maximum sales.…
The technology sector has become far more competitive as budgets naturally become tighter. However, it is crazy to think that there is no business out there.…