So we’ve got a load of MSP’s that take care of the entire life cycle of the customer. They offer support packages, they manage the software and infrastructure on behalf of the customer and they are generally out of the reach of the vendors that are supplying the software because it’s mediated by the MSP. … Continue reading Customer success – The need for a new type of partner?
Devalued awards and recognition are killing actual achievements
“Pay us an entry fee of $500 and win an award” How many times do we see awards flying around social media that make us think that someone has achieved something? Not a day goes by that somebody isn’t flaunting an award for “Best cup of tea maker in the channel” or “Sleeping champion of … Continue reading Devalued awards and recognition are killing actual achievements
Is your salary in the channel in line with the average for your country?
Several companies have recently stated that it’s difficult to get people to join their company with candidates demanding higher salaries than ever as well as the “great quit” with people deciding to go it alone. Is salary a major factor in job satisfaction in the channel? Today we are looking at the differences in salaries … Continue reading Is your salary in the channel in line with the average for your country?
5 outsourced elements of the channel to think about
The word channel. It means a lot of different things to different people but we can probably agree that it involves a producer, a distributor of some kind, a reseller of some description and an end customer. This linear model has existed for years but what people tend to forget is the surrounding services that … Continue reading 5 outsourced elements of the channel to think about
Is the funded head about to be dead?
What’s a funded head you may ask. A funded head is a human resources who works for a reseller or distributor that is fully or partially funded by the vendor. A common occurrence in the past when vendors wanted a dedicated resource in a certain territory but didn’t have an entity on the ground to … Continue reading Is the funded head about to be dead?
SaaS is killing the reseller – But should it?
Annual contract, monthly billing Annual contract, annual billing Monthly contract, monthly billing Multi year contract, annual billing Multi year contract, monthly billing Metered billing and random bills every month How are you supposed to incentivise the margins for new business vs upsell vs renewal when billing schedules and contracts are a stark difference to the … Continue reading SaaS is killing the reseller – But should it?
So you want to go viral in the channel?
In the era of social media marketing, likes, shares, subscriptions and pokes (don’t think they are still a thing and I don’t even know the point of that feature!) the world has fallen away from the Yellow Pages listing and hope that someone will call you. Everyone craves these likes on social media and even … Continue reading So you want to go viral in the channel?
Another year almost done!
Another year in the channel is almost over. We’ve had the talk of ecosystems accelerated, been told that distribution won’t be around for much longer, seen some massive mergers and acquisitions in the channel and most importantly for us, brought our own products to market. Over the year, we’ve written the equivalent of a books … Continue reading Another year almost done!
The issues of monthly billing in the channel
Remember in 1995 when Windows 95 was released and everyone owned a copy on CD with the key written across the front of it in big, bold, black writing? That was the time when everyone bought software and owned it outright for the life cycle of the product. If it was an original copy that … Continue reading The issues of monthly billing in the channel
Building a channel that has instant results!
It’s a myth. We see it happen regular where new vendors look to increase their footprint via the channel and expect an instant result. It’s very rarely going to happen. These things take time to implement and execute. We come across this very often. Vendors embark on a journey of starting up their channel operations … Continue reading Building a channel that has instant results!
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