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...
Are your partner investments delivering a competitive advantage? How you go-to-market often defines your advantage in the marketplace. As more companies today leverage...
While the business operations framework is a continuous cycle in which each stage informs the next, developing a strategic plan is the best place to start. During the...
All organizations, regardless of industry, size, or maturity, have a set of foundational activities required to run the business — often called business operations. ...
I now have over 30 years of experience in the business world, and I have experienced many distinct types of leaders and team situations. Along the way, I coached my...
You probably learned in business school that 80% of your revenue should or will come from 20% of your partners. Now that you’re in the real world, however, you may be...
Sales forces often struggle with accurately forecasting quarterly revenue. Forecast inaccuracy is a symptom of poor sales processes across the sales value chain.
Has your CEO ever demanded you improve total sales without increasing operating expenses (OPEX)?
In our industry, there are few roles as opaque as the head of channel. It's fairly simple to define what the role of the VP of sales is, or the role of the chief marketing...
