A client asked how to reach customers they knew were out there. Three factors and five questions decide which mix…

Partners give a vendor only so many hours a week. Three things decide whether yours get any: fit, capability and…

A route up from internal toolkit to saleable product: four stages from Basecamp to Summit, ending with the channel as…

After NAB Show 2025 I went looking for what broadcast-facing software vendors could borrow from consumer media tech. Here is…

You cannot champion a hundred suppliers. A cheat sheet for channel partners on getting full value from the few you…

A good channel program run steadily beats a perfect one run in bursts. How to recruit, structure, enable, talk to…

Partner sales is only one route to a customer. Here is the map, and why every route has to tell…

Before a vendor recruits partners, three things need settling in its own business. Then it narrows the field, talks to…

The answer to direct or indirect is almost always both. The decision is the balance: which customers, which products, which…

A direct sales team costs you every month, sale or no sale. A channel makes most of that cost arrive…