Blog Archives

Aiming everywhere is not a strategy. Define your target for winning business results.

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I work with the heads of sales at technology companies: carriers, vendors, MSPs and VARs. As part of my discovery I often ask, “Who is your target customer?” Before I even ask my question, I know their response, “SMBs [or

Posted in Channel Strategy, Sales Enablement

A Tale of Two Channel Organizations

Once upon a time there were two channel organizations, both in the same big city serving the same niche market, with plenty of business to go between them. Signing customers and making money hand over fist, the two owners, Hortense

Posted in Channel Strategy
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