Are SPIFFs Necessary?
In the indirect channel, there is a frequent debate about MDF and SPIFF. MDF is the marketing funds that vendors give partners for events, advertising, lead gen, collateral printing or […]
Are SPIFFs Necessary? Read More »
Who’s Winning?
Charter’s CEO says that customers “reached an average of about 700 GB per month. He added nearly 20% of its non-video internet customers are now using a terabyte or more
What Consolidation Means to the (Sub) Agent
In this Channel Futures article, a few good points were made. One point that gets made twice is that the bigger, “new improved” master agencies will offer more tools for
What Consolidation Means to the (Sub) Agent Read More »
Predictions: Channel Dying (Still)
I think since the keynote in Boston in 2015, every pundit has predicted the demise of the channel partner. Some day they may be right. I can see why the
Predictions: Channel Dying (Still) Read More »
The (Sales) Conversation
When a prospect calls you to say that they are replacing their PBX, that sets the stage for a conversation. Most of those conversations will be about a cloud PBX
The (Sales) Conversation Read More »
The Business of Your Business
Since AppSmart, Upstack, a variety of PE firms and VC-backed agencies are hunting for partner businesses to buy, I thought I would help you get ready to sell. The MSP
The Business of Your Business Read More »