Channel Chief Sales Challenges in 2021
Download Channel Chief Sales Challenges in 2021 Here Getting partners to meet and exceed sales targets is a perennial challenge of channel chiefs. In 2021, channel chiefs and practitioners say their...
View ArticleEmbracing the Shared Partner-Customer Journey
Sales and marketing professionals live by the customer journey, the pathway buyers navigate to identify, evaluate, and purchase products and services. That journey includes engagement points where...
View ArticleStrategic KPIs for Channel Professionals
Industry analyst firm Gartner says global IT spending in 2023 will top $4.8 trillion — an increase of 5.1% over 2022. To ensure that they compete effectively for their share of this bounty, technology...
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Taking Measure of Partner Confidence in 2024
A few thoughts on how partner confidence remains down in 2024 despite the economic indicators pointing in the right direction. The channel – on both the vendor and partner sides of the go-to-market...
View ArticleThe Changing Face of Channel Conflict
Channel conflict is endemic to indirect sales, but the forms of undue and unfair sales competition are changing as go-to-market models and motions evolve. By Larry Walsh Channel conflict is endemic to...
View ArticleCROs Getting Heavy-Handed With Channels
Vendors’ need for revenue generation and growth is causing many chief revenue officers to refocus channels on immediate returns at the expense of traditional partnership programs. By Larry Walsh...
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