Representing an ERP product requires major investments in people and knowledge. Doing so for a product that is not yet fully recognised in its target market requires a visionary mindset. [...]

The impact of the transformation on the software industry from the up-front, pre-paid, on-premise, perpetual license-based business models to the software-as-a-service business models has been [...]

Prizes, trips and financial spiffs have become staples as methods of incentivizing partners to meet or exceed sales goals and thresholds. However, with better tracking and benchmarks in place to [...]

It is autumn and that means there are a lot of trade shows happening. I confess to visiting a couple myself. I find them a useful opportunity to quickly find out about a number of software [...]

This series of posts discuss the best approach for recruiting channel business partners in the software industry. Click here to read the first post. We focus on the most difficult scenario where [...]

The series of posts discusses how to design effective business partner programs in the software industry. The posts explain the design criteria for a business partner program stressing the [...]

This series of posts discuss the best approach for recruiting channel business partners in the software industry. Click here to read the first post. We are focussing on the most difficult [...]

To read part one of this series click here >> Part 1. To read part two of this series click here >> Part 2. The series of posts discusses how to design effective business partner [...]

To read part one of this series click here >> Part 1. The series of posts discusses how to design effective business partner programs in the software industry. We explain the design [...]

Using a channel of independent companies to resell, implement and/or service customers has been a long tradition in the history of the software industry. For some software companies the channel [...]