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by Scott P Leeper
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Later this summer, we’ll be releasing the results from the Channel Enablers: 2014 Channel Competency Study. The goal of this study is to identify those competencies that when executed well lead to sustained channel performance. We not only examine the strategies being executed by top performers, we also look at the gap between what organizations say is important and where they should be placing their focus based on actual performance.
by Rich Blakeman
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In my role as Managing Director for Channel Enablers, I review a lot of channel program materials. There’s one claim that almost every company makes.
 
We’re easy to do business with!
 
But what does that really mean?  I find there is often a disconnect between how the vendor sees the meaning of the words and how their channel sees them.
by Rich Blakeman
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In my last post, What Your Channel Partner Really Means, I made the point that while almost all channel organizations say they are easy to do business with, their definition may be quite different from their channel partner’s. This time, I thought I’d put a finer point on the discussion by taking a more analytical approach.

Are You Getting an ‘A’ From Your Partners?
When analyzing vendor performance, the behaviors channel partners most often mention can be grouped into four categories: