For years we’ve listened to Partners and Channel salespeople tell a similar story: no matter how much amazing demand generation content Vendors provide, a huge percentage of business still comes from word-of-mouth or in-person networking events. So, what happens when live events get canceled for an entire year and Partners lose every precious opportunity they
Opportunities to be entrepreneurial aren’t always easy to come by when you work inside a large company. But what about the ability to be intrapreneurial WITHIN your organization? Our experience working with top executives at major Vendor corporations over the years has shown us that being intrapreneurial can be just as exciting, rewarding, and lucrative
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