What does the “Next Normal” mean to channel partners?

Next Normal

Long before the pandemic was declared, nearly two years ago, the speed of enterprise digital transformations was clearly accelerating via the channel. Businesses understood that technology could significantly improve business outcomes through increased productivity, access to data, asset protection, and management and were turning to their partners to provide that value. Fast forward to March of 2020, […]

Selling to SMB

According to a recent AMR Research report SMB (Small and Medium Business) will buy technology at a rate that far surpasses Enterprise spending. SMB’s (defined as a business that has more than $50M but less than $1 billion in revenue) plan to increase IT Budgets by nearly double in comparison with their larger enterprise competitors […]

The Sales Management Paradox

Is management to blame for lackluster performance? The sales management paradox can be summed up as follows: we depend on sales managers to coach and steer our most valued sub-group of talent, our feet on the street, our sales folks. Yet in a lot of cases, these very sales managers (usually following a period of […]

Let’s get physical

Making the case for secure cloud vaults for information sharing, physical external storage devices (external Hard Drives, USB sticks, micro SD cards, external flash, etc) represent a security risk that’s easily remedied (in theory). Just last week, IBM announced that it would change its policy towards the use of mobile / external storage devices. In […]

Can you double your value in 2019?

That was the topic last month of JS Group CEO Janet Schijns’ keynote address at the Channel Partners Conference & Expo in Las Vegas. During her discussion, (as outlined in the summary article written by Channel Partners’ Senior Editor Kris Blackmon) Schijns (who recently rejoined the consulting company she co-launched in 1997) didn’t hold back […]

The “4 X 5” Approach to Networking (Part 1)

Part I: Networking on a ‘4×5’ basis is fulfilling Several years ago, I found myself in the “in transition” professional life phase, which is code for “out of work” for those who have ever been through the outplacement process. Not an easy time, especially given the lingering employment pall and the paucity of prospects from […]

Highway to Hell – When Partnerships have the Power to Kill your Business

Partnerships have the ability to make or break your business. Take my word for it, I’ve made a lifelong career out of great partnerships, have won numerous 5 star channel awards, countless channel chief accolades, and helped hundreds of vendors and partners make partnerships work Today, I’m here to tell you that the partnership game […]

The Man Bun and other Reasons your Marketing Isn’t Working

Congratulations you redid your website. You’ve spent a bunch of money with your “web-designer du-jour” because marketing online – well that’s the key to success isn’t it? You got rid of those stodgy old people in suits around conference tables in all your marketing materials and online – you replaced them with people that have […]

Talent is Like Milk – It has an EXPIRATION Date

Talent, the holy grail of business growth. Talent like Milk has an expiration date but good news for each of us unlike milk you can “refresh” that expiration date if you invest in talent and grow your talent base. Whether that is yours or another’s talent I think we all can agree that talent is […]

If you wish upon a Star you go OUT of Business

Before we get started, a gentle reminder to get the most out of our time together here in cyberspace – please listen to this podcast. So, based on the ten year bull run, you think you can grow your business? Not as worried about failing as you used to be perhaps because you’ve been at […]