Is a channel of resellers a quick shortcut to the market? No! Why should companies then use resellers to serve their customer? These two questions get thoroughly discussed in this podcast.

In a recent post I wrote about receiving pitches from sales people with only company and product centric information. The key focus of these messages is on the sales person’s company, their [...]

One of my readers recently asked me why I stress that our channel partners are not our customers. In this post I will explain why I make this distinction and why I believe it is crucial not to [...]

This is a series of posts on the opportunities brought about by advancement in cloud services and aims to summarize the main roles and value propositions channel partners can choose from.

Tableau Software, a global leader in rapid-fire, easy-to-use business analytics software, have announced that its global original equipment manufacturer (OEM) Partner program continues to add [...]

Independent software vendors (ISVs) are typically very good at solving end-user customers’ business challenges, but often neglect to address those of their own channel partners which can [...]

Many software companies in the world have chosen to serve their customers through a channel of independent value-added resellers. While working through a channel of independent value-added [...]

This post discusses how a productive [slider title=” channel “] the post deals exclusively with the one-tier channel setup[/slider] program in the software industry should be designed [...]

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

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