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My Channel Forecasts Are Never Right… Why?

In a recent blog article, we discussed the importance of forecast predictability from internal sales resources and the importance of disciplined sales processes coupled with talent to achieve superior performance.
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Sand, Rocks, and Boulders

A 1 ton boulder weighs as much as one ton of sand, and both weigh the same as a ton of rocks. Revenue is similar - $1 million from small accounts, transacted efficiently, can be a better business than a $1m deal in an enterprise and similarly 10 $100k sized deals may be the best business for a technology company.
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Do You Have A Knowledge Gap On Your Channel Team?

"Knowledge management will never work until corporations realize it's not about how you capture knowledge but how you create and leverage it." - Etienne Wenger, co-creator of the concept of Communities of Practice
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The Channel Management And Execution Excellence Link

Manage your team to drive execution excellence. Strategy defines the right things to do. Doing things well – execution – is what sets companies apart.
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Is Your Channel Management Working?

Companies today are more dependent than ever on partners as their extended sales and support teams. For these companies, building and managing a channel ecosystem is critical.
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