Category: Channel Marketing

Four Common Flaws in Channel Sales Strategies

In a recent post, I shared that in my experience nine out of ten channel partnerships in the area of complex B2B solutions fail. The struggles are often blamed on poor execution in the field or poor alignment of compensation. However, channel partnership failures are not always the result of sales leadership or sales operations mistakes. Many channel partnerships are…

Nine Out of Ten Channel Partnerships Fail

In the world of B2B software everyone wants to get someone else to sell their products. If you can find another company that already has relationships with your target buyers, then you can not only lower customer acquisition costs, but also accelerate growth. While many software CEOs share this dream of leveraging external sales channels to expand distribution, very few…