Open Channels of Communication

Your Channel Knowledge Nugget for Today: Partners – Minimize the impact of channel conflict by having an open and direct conversation with your vendor and be prepared for what to do if they sell into your...

Are You Asking the Right Questions?

Your Channel Knowledge Nugget for Today: Vendors and partners: Thinking about moving into an indirect sales model? Stop and ask yourself this question… “Why do we want to use the channel to sell our products and services? Is the model a good fit for our...

Vendors Ideal Relationship

Your Channel Knowledge Nugget for Today: Partners – When recruiting for their channel, vendors are looking for skills and experience in sales and marketing; technical expertise; processes and practices that fit with theirs; a partnership mentality; and the...

Channel Trenches & Partner Expectations

Your Channel Knowledge Nuggets for Today: Vendors – Take the time to genuinely listen to your partners as they are the ones working in the trenches. You may learn something new that will result in increased revenues and/or market share for you and them. Partners...

Questions Vendors Will Ask

Your Channel Knowledge Nuggets for Today: Partners: Be prepared for the questions the vendor will ask to determine if you are a good fit for a channel partnership, such as “What is the partner’s financial status? Do they have a solid and functional...

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...