Sales
3 Stages of Competitive Channel Programming
Crafting your channel program should be a very deliberate activity. Although you may start with the channel in an opportunistic...
by Jessica Baker
Sales
How to Recruit and Onboard Channel Partners
There are a few defining moments in the channel lifecycle. Early on those two are recruiting and onboarding. How you...
by Jessica Baker
Sales
Creating a Modern Partner Program That Works
Creating a partner program is no simple task. A program framework will outline all the benefits you can offer to...
by Jessica Baker
Leadership
Channel Ready Checklist: Everything You Need to Set Your Channel Up for Success
Congratulations, it’s a Channel Strategy! If you’ve just given birth to your company’s first channel strategy, the fun is just...
by Jessica Baker
Leadership
Getting Your Business Ready for the Channel
Channel readiness has humble beginnings in most organizations. At first it is an idea, then an initiative, then a strategy....
by Jessica Baker
Leadership
5 Signs You're Ready For An Indirect Channel Strategy
One of the most popular questions I am asked is, “How do I know when my business is ready for...
by Jessica Baker
Finance & Operations
Maximizing Channel Relationships: Important Lessons for Partner Business Planning
I have long been a proponent of business planning with Partners. Largely because it was the natural path to adding...
by Jessica Baker
Finance & Operations
A New Era of the Channel: Why and How the Rules for VARs Have Changed
There is a morphing going on with partner types today. It seems like just yesterday we could put a clear...
by Jessica Baker