Always a Bridesmaid, Never a Bride: B2B Channel Engagement
If someone is always a bridesmaid, never a bride, they never quite get the commitment they’re striving for. Our research reveals that most partner reps manage one or two key relationships and up to six...
View ArticleB2B Channel Strategy: Getting a Seat at the Product Marketing Table
As B2B organizations rush new products to market, failing to carefully plan a channel strategy is a common mistake. Often the biggest challenge with a new offering is forging a cross-functional...
View ArticleFor Channel Success, Focus on Total Partner Experience
“Before you put yourself in someone else’s shoes, you first have to take off your own.” In other words, before trying to examine a situation from someone else’s perspective, an observer must try to...
View ArticleMileposts on the Fast Track to Channel Demand Creation
Channel marketers are being squeezed between the proverbial rock and a hard place. On the one hand, they’re doing anything they can to assist in the recruitment of new partners, contributing to sales...
View ArticleThe Road to Repeatability in the Channel
Each year, channel sales and marketing leaders are assigned a revenue goal. The goal may require that they increase last year’s channel revenue by 20 percent or even 30 percent, leaving them to wonder...
View ArticleThe Three C’s of Supplier/Partner Relationships
The concept of natural selection is a cornerstone of modern biology. Simply put, creatures that survive are not necessarily the BEST, but those that can best ADAPT to their environment. For the past 10...
View ArticleFor Channel Partners, Beauty Is in the Eye of the Beholder
At first glance, a channel partner often seems to be a perfect match for a supplier’s channel program, but time and experience with the partner reveals its issues (e.g. limited resources and bandwidth...
View ArticleSecrets of Success From Our Channel Programs of the Year
At this year’s annual SiriusDecisions Summit, held in May, I had the privilege of co-presenting awards to four standout channel programs that we selected from the nearly 100 entries we reviewed over...
View ArticleThree Game-Changing Events That Could Destroy Your Channel Business
Years of benchmarks and inquiries with clients have uncovered a number of common issues involving channel partners. Many b-to-b suppliers lack knowledge of effective investment strategies to fuel...
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Reflections From Sonoma: Sales Leadership Exchange 2014 (The Days of Wine and...
Editor’s Note: This post was co-written by Jim Ninivaggi and Mark Levinson. On February 26 and 27, more than 85 senior sales leaders gathered at the Fairmont Sonoma Mission Inn & Spa for...
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