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The art of channel management
If Sun Tzu, the often quoted ancient Chinese military general, strategist and philosopher, had been a sales leader running a multi-channel organization he most certainly would have made some key...
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Cloud Channel Engagement Series
Channel Enablers is proud to present this four part video-blog series on Cloud Channel Engagement in conjunction with foremost expert on cloud-channels Robert Fuller. From 2009 through 2011 Robert was...
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Five Communication Tips for Successful Partnering
Partnering relationships are critical to our business. They can take the form of joint ventures or strategic alliances, selling through distributor partners or partnering with your suppliers/vendors....
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Partner Plan Research Results
Last month I challenged each of you to complete a brief 'self-audit' on your partner planning efforts. You might recall I challenged to you answer a set of key questions about partner planning process,...
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The Multi-Channel Customer
Today's customer is changing the way they buy, with a huge array of information resources available to them. With buyers in charge of where and how they get their information, companies must develop a...
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New Advanced Program - Leading Trusted Partnerships
Channel Enablers is proud to announce the launch of a new advanced training program for mature channel sales people who lead and manage key partnerships to achieve mutual revenue growth by working with...
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Client Case Study - RedHat
Red Hat® is the world's leading provider of open source solutions, using a community-powered approach to provide reliable and high-performing cloud, virtualization, storage, Linux®, and middleware...
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Reducing Channel Conflict - Part One
Let me know if this sounds familiar. Your company has a great solution for the markets you serve. Your company decides to use both direct and indirect routes to market. You recruit great partners and...
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Thought Leaders Discuss Channel Trends
As we close out the first quarter of 2013, Channel Enablers asked four thought leaders how they thought the year was going so far, and what they thought were some of the biggest challenges moving...
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Reducing Channel Conflict Part Two
This is part two of a three part series on reducing channel conflict between direct and indirect sales teams. It might be helpful to read Part One first if you haven't already.In Part One, we saw how...
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The Rapid Change of Channel Relationships
Technology and the cloud are changing the channel more rapidly than in the past. Combined with greater global competition, the need for strategic channel design that aligns your overall competitive...
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RIP the Old World & Why Cloud Causes Inevitable Channel Change
The need for change and acceptance of the fact that the status quo no longer exists has never been more true. Ian Moyse of Workbooks talks about the effect of the cloud on traditional channel sales and...
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Building Partnership Trust
Philip Moon examines the role of the Channel Account Manager in establishing trusted business relationships with channel partners. How does trust drive business outcomes? What are the characteristics...
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Limited time offer on self-paced channel sales e-learning
Channel Enablers is offering 25% off all our eLearning courses for all PMRC Members who create an account on our Learning Management System and complete any purchased course by midnight US EDST June...
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Deal Registration Done Right
Anna Johnson of 'Channel Management Insights' sat down with Bill Griffin, vice president of worldwide channel sales for Autodesk to discuss their global deal registration program.An interview with Bill...
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Why Sales Organizations Struggle To Change
Change Management is one of the hardest initiatives to achieve in any organization. Miller Heiman's CEO Sam Reese shares his thoughts on why sales organizations struggle to change.Buzzwords are in...
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Getting Closer to Customers
Industry research reveals that the majority of Chief Executives list 'getting closer to customers' as one of their key strategic objectives. Getting closer to customers was the theme of Miller Heiman's...
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How Do You Build Winning Channel Sales Teams?
Miller Heiman's Leigh Hooker offers her insights on what your channel sales team should look like, and what management needs to do to help foster success.Before we answer this question, let's define...
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The Realized Value of Adoption
Rich Blakeman, Executive Vice-President of Channel Enablers, talks about adoption in his latest post, and what needs to be done to create value so adoption can be achieved.My wife and I are blessed to...
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What is a "Channel?"
The definition of what a "Channel" is and how it works over the past 20 years has changed considerably. With those changes, companies with channel operations have struggled to adapt. David Perrett of...
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