Our previous blog titled “Five Questions every Channel Chief should ask him/herself started off with the title to this subsequent blog as the first question. It’s a good starting point considering that – if you don’t get the answer to this question right – you are going miss your revenue targets and end up with…

One of the more popular goals of channel partner recruitment for traditional telecom company agent programs is the lure of adding large numbers of the estimated 150,000 VARs to the ranks of an industry dominated by somewhere between 5,000 to 10,000 telecom broker agents. With the potential enlargement of the recruitment pool by that large…

Managing global channels for a technology business is a tough challenge. Your CEO may be questioning the value of indirect sales channels. Your CFO wants to know why nobody can provide accurate Analytics related to channel spend ROI. The product teams want to know what you have done for them lately. The Regions want more…