Partnership Motivations

Your Channel Knowledge Nuggets for Today: Vendors and Partners: When considering a channel relationship, ask “What is each party’s motivation for this partnership?” If your answers do not align, evaluate the reasons why you want to...

Women in the Channel Part IV: Are We There Yet?

I wrote this series of articles to determine whether the channel is a welcome place for women. Why? Because after my 30-year career in the channel, I was not so sure. For the final article, I wanted to get the thoughts of other female channel professionals so I...

High-Quality Partnerships

Your Channel Knowledge Nuggets for Today: Partners: Just like the partnership itself, sales are all about relationships. If you are OK with your sales team as speed daters and order takers, then a transactional, quantity based relationship is for you. But if you want...

How Valuable Are Vendor Incentives?

This month, I discuss the value of partner programs.   JOSHUA LIBERMAN is president of Net Sciences. Since 1990, he has built, secured, and managed hundreds of networks. As a Novell CNE and, later, a Microsoft MCSE and CISSP, he has built Net Sciences into a provider...