Channel Sales Blog
Women in the Channel Part III: Running a Woman Owned Channel Company in a Man’s World
All four parts of the Women In The Channel series can be found here. Article originally published in the February 21, 2017 edition of VAR Insights. They may be few in numbers but there is a similar thread running through them – perseverance as women business owners in...
Women in the Channel Part II: Can Women Make it to the Top of the Channel Food Chain?
All four parts of the Women In The Channel series can be found here. Article originally published in the December 8, 2016 edition of VAR Insights. Like most women who have been in the channel for many years, Theresa Caragol (Principal, TCC Consulting &...
Successful Channel Relationships
Part I: Transparency And Proof Of Concept For Mosaic Technology, Infinio had them at Trust, Transparency, and Proof of Concept According to Herb Hamblen, VP of Sales for solution provider Mosaic Technology, “Infinio has resources that I know and trust, their solution...
Channel Sales Vendor/Partner Relationships
Part I: Love at First Sight! If a channel sales partnership is to be successful, it’s all about the relationship between the vendor and the partner. There can be all kinds of fancy channel programs and spiffs but if the channel partner does not feel like they are...
Women in the Channel Part I: How’s that working for them?
All four parts of the Women In The Channel series can be found here. Article originally published in the October 6, 2016 edition of VAR Insights. I started in the channel 30 years ago working for a Novell and IBM VAR, which was followed by a stint for Novell Platinum...
What Vendors Want Part VII: Is This The Relationship You Want?
To read all seven parts of the What Vendors Want series, click here. “We’re just not that into you.” Is this the relationship you want? Does this sound familiar? You thought you had done everything right. You showed the vendor you were more than prepared to be their...
What Vendors Want
Part I: It’s Not Love At First Sight What vendors want? It’s not love at first sight. They want to date you first. Read more... Part II: Let’s Talk Business “Do we really have to talk about business?” You do if you want a business partnership with a...
What Vendors Want Part VI: Like They Say, Opposites Attract…Or Not!
To read all seven parts of the What Vendors Want series, click here. “Like they say, opposites attract…Or not!” Do opposites really attract in a vendor-partner relationship? Probably not. When a vendor is recruiting partners, they are looking for companies whose...
What Vendors Want Part V: Does Your Technical Team Meet Vendor Requirements?
To read all seven parts of the What Vendors Want series, click here. “We know what we are doing. Why do you ask?” But do you really know? If a vendor is recruiting you for their partner program, can you definitively say your technical team meets their requirements?...
Channel Sales Vendor/Partner Relationships Part IV: Not Clicking?
All five articles of this Vendor/Partner Relationship series can be found here. If the partnership does not click, is the next step counseling or cutting ties? Q: Can this relationship be saved? After everything the NYC VAR had been through with the Vendor (Part I,...
Channel Sales Vendor/Partner Relationships Part III: Can’t We Just Get Along?
All five articles of this Vendor/Partner Relationship series can be found here. Channel Conflict: The Good, The Bad, and The Ugly The New York City VAR was certainly having serious doubts as to the value of their relationship with the Vendor (Part II). Not only did...
Channel Sales Vendor/Partner Relationships Part II: Getting to Know One Another
All five articles of this Vendor/Partner Relationship series can be found here. Is it truly a partnership or does the relationship seem like it is all about the vendor? As you recall from Part I of this series , a New York City VAR partnered with a Vendor without...
Channel Sales Vendor/Partner Relationships Part I: Love at First Sight!
All five articles of this Vendor/Partner Relationship series can be found here. If a channel sales partnership is to be successful, it’s all about the relationship between the vendor and the partner. There can be all kinds of fancy channel programs and spiffs but if...
Maximize The Value Of Partner Programs
by Dede Haas & The ASCII Group Getting the take - and maybe a little advice - from members of The ASCII Group on what solution providers are thinking and doing on a range of important channel topics. Source: Channel Executive Magazine By Dede Haas, CA-AM, Channel...
What Vendors Want Part IV: ‘Close and Go’ Is Not Going to Cut It
To read all seven parts of the What Vendors Want series, click here. “We really like speed dating. Close and go we always say.” If you want to partner with a good and well respected vendor, ‘close and go’ is not going to cut it. Just like the partnership itself, sales...
What Vendors Want Part III: Be Presentable
To read all seven parts of the What Vendors Want series, click here. “Why do we have to get dressed up?” If you don’t think marketing is important now, you will have to change your tune when you are recruited by a vendor. Marketing may simply be dressing something up...
What Vendors Want Part II: Let’s Talk Business
To read all seven parts of the What Vendors Want series, click here. “Do we really have to talk about business?” You do if you want a business partnership with a vendor. Whether a vendor is large or small, they put a lot of effort into partner recruitment. It is very...
What Vendors Want Part I: It’s Not Love At First Sight
To read all seven parts of the What Vendors Want series, click here. They want to date you first. “We wait by the phone but they never call.” Don’t just sit there. Do something about it! Don’t be a secret and be prepared. Words of wisdom to help you understand what...
Successful Channel Relationships Part IV: Don’t Leave Them Floundering
All four parts of the Successful Channel Relationships series can be found here. What can vendors do to develop mutually profitable channel relationships with their partners? Teach them to fish? Well, something like that. One of the most important things a vendor can...
Successful Channel Relationships Part III: The Role Of Humility
All four parts of the Successful Channel Relationships series can be found here. Humility, how important is it for the vendor in a channel relationship? For Chris Morgan, Vice President of Channels and Distribution for Nutanix, it is very important, especially if it...
