ROI…Without the “I”
Return on Investment (ROI) without the “I”; meaning, returns without the investment. Another way of explaining this is contingency or success-based revenue model; meaning, nothing saved nothing owed. This revenue …
If You’re Not Top of Mind, Someone Else Is
If you’re not top of mind, someone else is. In my opinion, this is the golden rule to a partner strategy, or for that matter sales in general. Being top …
It’s A Muddy Business Slinging Mud
I have a very good friend and business mentor that taught me this golden rule – if you sling mud, plan on getting muddy. If you feel you’ve been “wronged” …
Actions Precede Results (APR)
I was first introduced to the idea of Actions Precedes Results (APR) about 15-years ago. If you know what APR is you may have a negative view of it, but …
Leading a Partner Strategy
Through the course of my career I’ve worked for several organizations that had a partner program. In some cases I’ve been a member of a partner team; while in others …
You Can’t Manage What You Don’t Measure
When it comes to sales and strategic partnerships/alliances, there are no truer words than “you can’t manage what you don’t measure”. Many of us rely on deep domain expertise and …