Women in The Channel

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. Part I: How’s That Working For Them? The Beginning: my start in the channel, and the progress...

Successful Channel Relationships

Part I: Transparency And Proof Of Concept For Mosaic Technology, Infinio had them at Trust, Transparency, and Proof of Concept According to Herb Hamblen, VP of Sales for solution provider Mosaic Technology, “Infinio has resources that I know and trust, their solution...

Channel Sales Vendor/Partner Relationships

Part I: Love at First Sight! If a channel sales partnership is to be successful, it’s all about the relationship between the vendor and the partner. There can be all kinds of fancy channel programs and spiffs but if the channel partner does not feel like they are...

What Vendors Want

  Part I: It’s Not Love At First Sight  What vendors want? It’s not love at first sight. They want to date you first. Part II: Let’s Talk Business “Do we really have to talk about business?” You do if you want a business partnership with a vendor. Whether a vendor is...