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The Spur Group Blog

Product Growth Mapping: Driving the Channel Strategy

In an age where new products are hitting the marketplace at an unprecedented rate, companies are tasked with the challenge of developing strategies on how to best invest in the channel and get the right partners selling the right products at the right time. Having a robust understanding of where each of your products is in the growth cycle takes the guess work out of where you should invest with partners and programs, and enables you to optimize channel revenues and profitability.

How to Build a Winning Channel Partner Recruitment BOM

Having trouble recruiting the right partners who will consistently rep your solution over the competition's? You aren’t alone. The most common partner recruitment pitfall we’ve seen at The Spur Group is failing to align the right content and messaging to the right audience, in the right order, within your targeted partners.

The Essential Guide to Partner Business Planning

 Every business wants to accelerate their revenue. It is one of the most common business goals, and one of the hardest to reliably accomplish. Combining product advantage with go-to-market efficacy is the key to consistently achieving revenue acceleration.

5 Tested Secrets To Amazing Channel Planning Results

At the core of an effective channel management strategy lies a comprehensive channel plan that influences customer and partner behavior and drives desired business outcomes. Simply put, channel planning aims to put the right quantities of the right products in the right places at the right times to satisfy customer demands in an efficient, cost-effective manner. While the concept seems elementary on the surface, it is important to address each element of a channel plan with a fine-tooth comb to ensure...

Make an Impact: Know Your Channel Health Index

It is impossible to ensure your channel efforts are paying off unless you have an objective, data-driven view of your teams' and programs' performance. Diagnosing channel effort performance, or health, can be done quickly, but if done incorrectly will lead to stagnant and potentially declining business results. To ensure your channel strategy, performance and go-to-market approach are where they should be, you need to start with an accurate diagnosis and a comprehensive channel management plan.

Are you prepared to prepare your channel?

The scenario: you previously recruited partners for your channel - maybe by referencing the key elements needed to do so in our recent channel recruiting blog - and obtained top-notch talent that is ready to sell.

Lessons Learned From A Channel Chief, Part 1

Bill Lipsin recently joined The Spur Group as a Senior Partner. Named the No. 1 channel sales leader by CRN for his impressive channel performance as the driving force behind NetApp’s dramatic success with the channel. Bill

In this series of blog article's, Bill shares the thinking that led him to becoming CRN's Number 1 channel chief.

Bill Lipsin Joins The Spur Group

The Spur Group announced today that Bill Lipsin joined the firm to further develop their growing portfolio of go-to-market, channel services. Bill comes with a wealth of experience within the high-tech industry, having spent the last 12 years as a channel sales veteran. Bill spent the last 2 years providing channel chief expertise at NetApp and is credited with impressive gains with channel performance. CRN ranked Bill as the #1 Channel Sales Leader for 2017

10 Powerful Leadership Lessons Learned From Coaching Kids

I now have over 30 years of experience in the business world and have experienced many distinct types of leaders and team situations. Along the way, I coached my kids’ soccer, lacrosse and baseball teams. Most of the teams were competitive in their league. Some teams won every game, while others lost every game, so I’ve seen it all. Certain teams only existed for a year or two, while others I coached from the time the kids were 5 or 6 until they graduated from high school. It was an incredibly rewarding...

The 5 key elements of successful channel recruitment

Business model and technology shifts are occurring rapidly and channel programs need to react accordingly. You need partners and you need results - but don’t act quickly without the proper preparation. The key to any successful channel recruitment effort is having the right approach.

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