It used to be that a corporate board of directors and its top executives trusted decisions concerning Information technology to those running their IT departments. But without the necessary oversight and clear guidelines to follow, often, their goals especially in the short term would be in direct conflict with those of other stakeholders. IT governance […]
Training Your Channel Sales Partners
Welcome to the can of worms I like to call Channel Training. First off, lets set expectations. Your channel partners/resellers are not on your direct payroll. They are often not going to just sell your wares. You will still need your direct sales force to run the sales process. With these expectations in mind, I […]
Building a Channel Sales Program – Setting Commissions
Many people feel that 10% is the magic number for Channel Sales commission. I don’t know where they came up with this number or how. My guess would be people are trying to limit the cost of sales as we all know that Channel Sales are more expensive then direct sales. In my view it […]
5 Ways to Amp Your IT Team’s Performance
These days IT teams have their hands full with a number of difficult challenges that need to be addressed. They include everything from retiring legacy systems to coming up with ways to do much more with less. Considering all the various priorities, it’s vital for them to concentrate on those initiatives that will have the […]
The Truth Behind Channel Sales Programs
So you have heard all these wonderful things about having a Channel Sales Program for your Data Center/Cloud Operation. Really, how hard can it be? Offer a 10% commission and the resellers will come knocking on your door. It is sure to give you that 25-40% boast to your sales numbers you and your shareholders […]
