Do you want sell through a channel partner? Or build a program for recruiting and managing multiple channel partners? Let me share with you six steps for finding and managing the perfect channel partner. First, understand that a channel can refer, or sell, or distribute, or implement, your product or service Focus on different types of channels at each stage of market maturity. I'll go into this shortly, but for example, in the early market we want direct channel, that is our own salespeople, whereas later in the maturity of the market, we want to be READ MORE ›

Your channel partner strategy plan needs to begin with "who"? But like so much of strategy, the "who" question isn't "who should my channel be?", but "who is my buyer?", and therefore "what sort of channel do my buyers need?" We're arguing here that your channel partner strategy plan needs to be based on what your buyers need, not on what you need. What type of channel your buyers need, and how many channel sales people you need to provide to meet that need, changes as the market matures. We'll show you how to work out your channel READ MORE ›