Companies spend millions on their channels every year, and they should. There's partner recruiting to be done, demand generation to conduct, marketing collateral to be made, and a field to manage. The hope is that the money put into these areas is money well spent.
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.
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.
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...
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.
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.
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
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...