Biography
-
IT and the Channel Do Matter
According to Harvard Business Review’s editor-at-large, Nicholas Carr, IT doesn’t matter. Since IT is ubiquitous, it has no strategic value or competitive advantage, only high…
-
Using Lead Programs to Exceed Quota
“Leads.” The word often stirs up heated debate. Go to any online business forum, and it is a perennial favorite. “Are leads good?” “Can you…
-
Avoiding Launch Disasters
We all know that new products and technologies require investments of both cash and overhead with no payback for as long as 12 months. Unfortunately,…
-
Breaking Out of the Crisis Marketing Cycle
Many resellers have a problem with marketing. They all know it is important. They all admire great marketing in other companies and they all have…
-
Branding and Product Positioning for the Channel Provider
I recently listened to a common type of miscommunication between channel partners and a vendor about marketing. The partners told their vendor that they wanted…
-
Managing Sales Force Productivity
How well is your sales team producing? A good rule of thumb for a sales rep in a profitable channel provider is 2X the sales…
