“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 [...]
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 [...]
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, [...]
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 [...]
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 [...]
Your channel management strategies need to align to specific business outcomes.
Obviously, a … [Read More...]
Richard T. Flynn is a leading expert in channel management for Fortune 500 firms. He leads Touch Worldwide's channel practice where he specializes in working with senior-level clients to solve difficult channel problems. [Read more]
Touch is a unique consulting firm specializing in strategic planning, channel management, executive communications and execution excellence. We've built partner programs and strategies for the best of them including Microsoft, Dell and others. We've managed big customer and partner conferences for Juniper Networks, Starbucks and more. We've streamlined operations at Flow and Dendreon, to name a few. We are a division of Touch Worldwide with offices in Seattle, Redmond, London, Helsinki, and Beijing.