Monthly ArchivesApril 2014

Why Channel Management Sucks standard

Despite trillions of $s flowing through indirect partnerships (including marketing, sales, and support channels across the entire end-user experience for tech vendors), the process of effectively extending cross-functional enterprise processes to build superior business partnerships is broken and manual. Enterprises cannot calculate cause and effect relationships between their investments in business partnerships and the resulting enterprise value achieved. Executives responsible for managing these partnerships are therefore marginalized and lack enterprise political and financial capital. The processes needed to manage business partnerships cut across marketing, sales, enablement, finance, legal, support and other enterprise processes and involve working with third-parties (and their employees), aka the channel, who are outside of the enterprise command and control governance (unlike a direct sales organization). The combination ...

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