Vendors and Partners: How do you Define a Successful Channel?

The Channel Maven team has a collective 100 years experience in the channel so, it’s probably no big surprise that we often converse about best-in-class Channel Programs and which components lead to a successful Channel. Lately, we’ve been looking at it from the Partner journey perspective and how this point of view can help build an ideal Channel Program.

When looking for Vendor options, there are of course some common elements Partners identify and review. But beyond those, how (other than looking at sponsored award winners) can they define channel success or rank channel opportunities in order to make the best decision for their situation?

As a Partner looking to add a Vendor to your portfolio, or as a Vendor trying to attract Partners, here are some factors to take into consideration:

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Is Channel Sales Training now a Four-Letter Word?

I truly believe Channel sales is 80% nature, 20% nurture. So, how then do you fully train a Channel salesperson, Channel Account Manager, or Partner?

My husband loves to throw out quotes from Glengarry Glen Ross, all the time; “A-I-D-A. Attention, Interest, Decision, Action,” or “I’d wish you good luck but you wouldn’t know what to do with it if you got it,” and of course, “ALWAYS BE CLOSING. Always be closing.”

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Launching Exceptional Channel Partner Events

Last week Brad, Debbie, and I attended an amazing event put on by The Performance Group of Northern California. They called it a luxury leadership reboot – ‘For the Love of You’ (#FTLOY17) and it was simply an amazing experience. By the end, I kept saying, “every little thing” because at the end of the day that is what truly makes the difference.

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