The Partner is the Product
Just a quick rant. Every time a TSD signs up a vendor, I get mass blasted from the vendor. I have a number of problems with it: (1) a majority …
channel sales enablement
The Channel Dance
As we head into the second half of expo season, new channel execs popping up everywhere. #musicalchairs Fusion Connect has yet another Channel Chief. This is like 3 in 4 …
Channel Reality: Yes, I Do Want to Help
As I was writing the obituary for my father, I realized I only knew him from one or two perspectives, but he was many things to many people. He was …
Marketing at Channel Events
Got this in email today: “a recent Channel Marketing Association study found that over 60% of channel companies spend more than $250,000 per year on events—but only 30% track or …
The Channel Manager Churn
More and more when a Channel Manager is hired, there isn’t a lot of training. The on-boarding consists of the vendor portal, product portfolio and maybe the sales process. Everything …
Selling Through a TSB or Getting Attention
One thing I get asked a lot by channel managers is How to Sell through a TSB (brokerage formerly known as Master Agency). Basically, how do I get the Attention …