Partner Manager Resource Center

Register Here
Channel Matters Blog > July 2014 > A Blessing in Disguise

A Blessing in Disguise

by Jan de Leon
Read 7 times
Rate this item
I joined Channel Enabler’s at a great time. We’re just about to release the results of our 2014 Channel Enablers Channel Competency Study. I thought I’d share a few of my early observations.
I suppose the biggest surprise for me was the wide gap between what channel leaders identified as important to their success and how well they were performing. It’s human nature to inflate one’s performance – even in a research study – so I suspect the gap may be even wider than indicated.
Channel Organisations Need to Work On Their Business Acumen
Two behaviors with wide gaps jumped out at me immediately:
We clearly understand how our behavior impacts partners financially.
Our organization is able to model partner profitability and the effect of changes to the mix of products, services and margins.
Understanding how partners make money is the key to convincing them to make the right investments and focus on the right things. If you don’t understand this, you’ve little hope of having any significant impact on channel performance. Worse yet, if you don’t understand how what you do impacts their ability to make money, your efforts to drive results may actually make things worse.
The 2014 Channel Enablers Channel Competency Study is going to be especially useful to me as I start my new role as the Director of Channel Sales for the Asia Pacific region. While all regions reported underperformance in Channel Acumen, the Asia Pacific region had the biggest hill to climb. I have work to do!
But Is It Good or Is It Bad?
There’s an old Chinese folk tale about a man whose horse runs away. The man refuses to see it as bad, and sure enough, the horse comes back with a mare by his side. The man also refuses to see that as good, and soon, his son is crippled when the new mare falls on his leg. The neighbors are astounded at his bad luck, but the man is not. A couple years later, an enemy invades and the neighbors all lose their sons in the fighting. The man’s son is too crippled to fight, so he alone is left alive to care for his father as he ages.
The moral of the tale is that one shouldn’t be so quick to judge that which appears to be adversity or good fortune. If you’re looking through our 2014 Channel Competency Executive Summary and thinking to yourself that you have a long way to go, don’t be disheartened. All it means is that you recognize what you have to do to improve. And that is a very good thing.
I’m looking forward to visiting with many of you in the months ahead. My colleagues at Channel Enablers and I are eager to help you translate the results of this study and take action in your organisation. If you want to get in touch with me directly, you can reach me at

Last modified on 9/30/2014 2:05:38 PM
Trackback URL:

Benny Van Calster
looking forward to the results and sure we will be able to present them to our customers at the November sales summit in Brussels
8/4/2014 3:52:52 AM