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 …
Thought Streams
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 …
Leave it Better than you Found It
In everything you do, you should strive to leave it better than you found it. This is something my parents instilled in me from a very young age. If I …
I Have an Idea…Are You In?
How many times have you sat on an idea only to see on the shelf or in an advertisement years later? If only…right? This has happened to me more than …
Caution When Positioning a Contingency-Base Revenue Model
Saving a company money should be the easiest sale ever. No risk. No upfront cost. Nothing saved equals nothing owed. This is referred to as a contingency or success-based revenue …
Are We Misusing the Term “Channel”?
What best defines your partner program? There are significant differences between Channel Partners, Referral Partners, Alliance Partners, and Technology Partners. Who are you…or maybe better yet, who do you want …