Free whitepaper

The Five Disciplines of Channel Management

In this free whitepaper, you will discover:

  • Why picking the right channel strategy is essential to getting your business results
  • How to make sure you have the right mix of partners
  • The 9 quantifiable areas of a compelling business proposition
  • How drive specific partner behaviors with investment levers
  • What is the right framework for improving your team’s execution
  • And much, much more!

This free report is yours with no obligation. Simply sign-up below to download The Five Disciplines Of Channel Management.


Recent Posts

Getting in Touch with Your Passion

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“Be careful what you set your heart upon, for it shall surely be yours.” – Ralph Waldo Emerson Finding your passion isn’t as easy as it would seem – sometimes, it takes the journey of experience to teach you to find the intersection of the critical elements that combine to satisfy your passions.  For me, the [...]

6 must do’s when launching a product through the channel (Part 2 of 2)

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This is the second in a two-part series about elements of a successful product launch through the channel. Click here to read Part 1, which covered the following success factors: Articulate a compelling partner business proposition Develop a comprehensive channel readiness plan Build a robust partner launch communications plan Here we will cover three more [...]

6 must do’s when launching a product through the channel (Part 1 of 2)

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When you sell through and with partners, the success of a product launch is closely tied to your channel. Partner engagement, preparedness, and adoption are key drivers of whether a new product gets traction quickly – and ultimately whether you achieve your business objectives for the product. For the channel to embrace a new product, [...]

Seeing the forest for the trees

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It is too easy to forget that channel management is really all about economics. And that means it’s really all about building and managing an investment model.  Make sure you can answer three critical questions. Why should I invest here instead of there? Weigh your opportunities as part of a portfolio of investments rather than [...]

Is your channel incentive program a money pit?

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For many vendors, channel incentives are perhaps the single largest line item of cost for channel management.  The costs are often so large, they require the program to be contra-revenue to be funded.  This becomes a double edged sword.  It lets you reward your partners, but it also makes understanding the value of your investment [...]