Partner Manager Resource Center

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by Philip Moon
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In the past ten years we have conducted a lot of channel sales training, much of it involving the use of role play to learn vital channel selling skills. Although role play participants vary in education, experience and skill it’s interesting to reflect on how often the same issues arise. Even the best channel sales people in the world sometimes fall into some common traps!

In this article we list some of the common issues we see time and time again. Do your channel sales people fall into these traps as they execute their roles?

by Greg Nutter
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As most channel professionals know, successful channel management activities follow an annual cycle: there’s a time to recruit, a time to launch and train, and a time to focus primarily on closing deals. For vendors located in the northern hemisphere, July and August are less than ideal to do many of these things, however there are important activities you must do if you want to make your year-end numbers.

by Chris Marshall
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Is your partner program appropriate for your product’s stage in the market life-cycle? Is it incentivising your partners to do what your customers need to be able to buy a ‘whole’ product?

by William Vanderbilt
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It is possible to spend a lifetime learning and only scratch the surface of all the learning that is available. The amount of information that is available is mind boggling and growing exponentially.  When it comes to learning, the key to success is not to train on or learn everything.  It is just the opposite: knowing what to NOT learn or what training to NOT provide is critical.  That way, the learning that is most important can receive the proper attention.