5 ways to kill your channel

My channel just isn’t growing My partners are not doing anything Why won’t they work with us anymore? Three statements that are made by vendors who are seeing their channels failing. We look at 5 things that will kill your channel. Some of these items are down to greed from the vendor, others are from … Continue reading 5 ways to kill your channel

Distributor is not a globally equal term

“Distributors need to transform” “Distributors are just box shifters” “Distributors just fulfill orders for 15% margin” “Distributors earn money just for being a middleman” All of these phrases we hear on a regular basis. Where are these sayings coming from? They are coming from the US market as well as people who only know the … Continue reading Distributor is not a globally equal term

The secret plan to slaughter the distributors and the channel through the introduction of marketplaces

Distribution has been around since warehousing became a thing in the early 1900’s. The model has stayed the same consistently for a lot of that time with the only key differences being the types of products that are distributed. Traditionally an industry for hardware where big warehouses that stocked computer equipment would be run as … Continue reading The secret plan to slaughter the distributors and the channel through the introduction of marketplaces

If Pablo Escobar had sold software!

It recently dawned on me that the world of software sales is eerily comparable to the underground world of the international narcotic trade.  They are parallel markets with much of the same structure and progression into methods of sales and distribution.  Back in the mid 80’s, Pablo Escobar was a rising figure in the world … Continue reading If Pablo Escobar had sold software!

Partner experience is being labeled as something it is not

Online adverts are flying around with the headline of “improve your partner experience” or PX for short. It seems to be the buzzword of the moment but what are they talking about?  It has long been the consensus that if you cater for the partner experience, you keep the partner and the partner will thrive.  What are … Continue reading Partner experience is being labeled as something it is not

Subscription models, consumption billing and the death of the SKU!

SKU’s have been around about as long as products themselves. SKU’s or stock keeping units have been the way of identifying products and measuring them against purchase and usage since forever. With the introduction of the subscription economy and everything as a service, is it the end of the road for SKU based licensing? Today, … Continue reading Subscription models, consumption billing and the death of the SKU!

The cyber security vendors and the fight for all of the same partners

It seems that every week a new cybersecurity vendor appears on the scene. How can these new vendors be creating new solutions to existing threats?  Everyday we see vendors that have no clear differentiation from one competitor to the next. Are vendors appearing because it’s a low barrier to entry?  Are they appearing because they see the success … Continue reading The cyber security vendors and the fight for all of the same partners