Early in my channel career, I worked at a company called EqualLogic. EqualLogic was large enough to be 100% channel-focused, and we had very close relationships with our Partners, but was also small enough where I got to sit in a room with all of our Channel Account Managers (CAMs) and ask them what they
Who knew…the secret to through-channel demand generation was actually through-channel sales enablement?! Think about it. You as Vendors keep complaining that Partners never leverage the demand generation content you provide them. We hear it all day every day. “We give them campaigns, banners, webinars-in-a-box, and on and on with all of the marketing tools provided”.
Ah, the age-old conundrum: you spend countless hours and brain cells creating high-quality demand generation content, yet sales teams and Channel Partners have no idea it exists. The reality is, sales and marketing teams typically work in separate silos, rather than in sync, and as a result stellar content (more often than not) falls by
While this blog is typically about through-channel demand generation, sales enablement, and occasionally entrepreneurship… this one’s a little different. With a long weekend ahead, I think we’re all looking forward to some much needed downtime. Granted we don’t have big plans or BBQs set up, but since I’ve yet to talk to anyone who isn’t
Complying with data privacy regulations is no longer an option. In fact, it’s the new way of life in the world of sales and marketing. Back in 2018 when a number of well-known brands like Facebook, Marriott and Panera fell victim to hackers, resulting in the sensitive data breach of millions of customers, consumers demanded