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
Sales
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
HR & 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
Sales
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