Do We Really Need To Meet Customers?

In Australia and New Zealand, restrictions have eased over the ability to meet with customers and partners in person. And as the vaccines are rolled out, it’s only a matter of time before we return to some semblance of the way meetings used to be. But just because we can meet in person, does that … Continued

Channel Management Course Scheduled for 3-4 March

Our best-selling channel workshop – Dynamic Channel Excellence – is now scheduled for 3-4 March. This is a virtual workshop is delivered remotely by a live instructor, and is perfect for any channel professional from the technology industry, who wants to dramatically improve their channel knowledge and skills.  We cover everything from building the best … Continued

Channel Compensation Systems – You Get What You Reward

Recently we worked with two vendors to update their channel strategy to be more MSP focused. One of the biggest hurdles was to re-align the internal and external compensation systems to support the channel partners. The old adage “you get what you pay for” was certainly true, and without change, the new channel strategy was … Continued

Implications of the Ansoff Matrix on Channel Strategy

In last month’s article – Not Everybody Wants to Grow – we made a brief reference to the Ansoff Growth Matrix. In this month’s article, we explore this model further, and its implications for your channel strategy. Igor Ansoff was born in Russia in 1918, but is largely considered to be the father of strategic … Continued

Creating An Environment For Great Virtual Delivery

Over the last few months, we’ve written about the need for companies to transition to a new way of doing business. And like many other companies, we’ve had to pivot to delivering our training virtually, rather than face-to-face. But when we set out to adapt our courses, we didn’t just want to run boring webinars… … Continued

Partner Enablement in a Virtual World

Last month I wrote about how Channel Sales will change in what many are calling the new normal. And like people who progresses through the 7 stages of grief after a loss, so too is our industry progressing through the loss of “the way things were” and learning to accept and adapt. The real indicator … Continued

Channel Sales in the New Normal

This week we start to see easing of coronavirus restrictions with pubs and clubs joining cafes and restaurants in allowing patrons back in to dine. That means we’re not far away from being able to meet with our partners and customers in person again. But just because we can, that doesn’t mean we will. While … Continued

Manage Partners? Then Use PowerPoint Better

Over the last 12 months, the training course I have delivered most often has been our Dynamic Sales Presentations workshop. This has been incredibly gratifying for me personally, as I have long been an advocate of the importance of presentation skills for Channel Account Managers, particularly when dealing with partners/MSPs, where the challenge is not … Continued

5 Steps for Negotiating a Better Margin

It doesn’t matter what our role is within the channel, we are constantly in situations where we have to negotiate… whether it’s with partners, customers, suppliers, staff, management, or colleagues. While we might often strive for a Win/Win outcome, our tendency is to slip into old habits and immediately look for ways to haggle or … Continued

Achieving Win/Win Outcomes With Partners

How often do you hear channel account managers or sales reps talking about wanting a Win/Win outcome with partners? But have you ever stopped to think what that actually means? A Win/Win means that the rep wins (ie. gets what they wanted) but also the partner gets what they wanted. The problem is that, not … Continued