https://www.youtube.com/watch?v=haf7FBEKoXY...
September 22, 2022 Most folks who follow me know that I grew up back when the Channel was characterized by weird terms like “shrink-wrapped software”, involved hard goods sold by Egghead, and was run by pick-pack-ship distributors. Today, most of the location-specific value-add that 40 years ago...
August 23, 2022 Don’t let entropy eat your partner organization’s Tech Partner sourced revenue success… TLDR: Tech partnership teams can win more partner sourced revenue when they leverage a methodology that reimagines their mission, structure and operating model, enabling efficient revenue growth, increasing predictability, and delivering moonshot...
August 4, 2022 Back in November, I wrote an article called How Partner Ecosystems Ate the Channel. My central theme was that Ecosystems include the channel but encompass more than the limited route-to-market, transactional, post-integration attributes that define IT channels’ 4+ decade career in the B2B technology...
November 18, 2021 Partnership Leaders and executives at B2B SaaS companies understand that going to market is all about GTM and Partner Ecosystems. Organizations are even building #Ecosystem orgs and proposing EcosystemLoBs. But there’s still a lot of confusion out there about what this means, and the...