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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 ...
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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.
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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 ...
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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 ...
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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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The Channel Health Index Checklist: Accelerate Your Channel Management

How confident are you with whether your channel management efforts are having the right impact on your required business outcomes? Are your incentives driving behavior or acting more as an entitlement? Do your partner managers each drive the right level of readiness and pipeline with your partners? Are your programs both competitive and deeply entrenching you as a preferred vendor with your ...
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A Survival Guide For The Time Zone Warrior

You have just been handed your assignment – lead a sales and marketing engagement for a new solution.You are unfamiliar with the products and this is highly technical stuff. There’s a tight deadline, but you’ve done this before. So no problem, right?
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Your presentation is too simple

I am going out on a limb here. Someone has told you to use big photographs, few words, fewer numbers in your executive presentation.
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Is a managed service right for you?

Let’s face it, managed services are now the norm for vendors and IT enterprises. You hear about it at business conferences, on LinkedIn, and especially from your clients. But why? What is so fantastic about this practice that’s made its way into our business lexicon?
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Drive Revenue Acceleration with Smart Partner Incentives

As a channel management leader, you need to structure your incentives in a way that drives partner behavior. To manage your channel successfully, it’s best to follow a five step process:
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