Welcome back folks. In our previous blog, we explored the potential held by your small partners – those not quite at the forefront of your strategy but crucial for diversifying and expanding your channel revenue. The key to unlocking their potential lies in tailored strategies that recognize their unique needs and contributions. 1. Streamlined Engagement Efficient Onboarding: Simplify the onboarding process by providing compact, online training sessions and resources. This a

Channel revenue. It's the lifeblood of your business, the run rate that is so critical to keep your program afloat. But let's be honest, sometimes that run rate business is rough to get and even rougher to run effectively. Enter the right Long Tail strategy – a quirky term for a phenomenon that might just change your perspective on channel revenue. So, what exactly is the Long Tail? The long tail is a multitude of partners, each contributing a smaller, but vitally important,

Let’s face it, the landscape of partnering in the Information, Technology, and Communications (ITC) #Channel is undergoing a significant transformation. Initially, channels in our industry were primarily focused on selling products and services. However, as our customers' needs have changed and evolved there has been a clear shift towards less selling and more engagement in partnership strategies that knit together full solutions to meet customers' needs without one party bei