The latest news, announcements, and thought pieces covering channel partners, leadership strategies, industry advancements, and more.
After working with hundreds of channel partners, we’ve learned there are three main pillars vendors must address in order to create successful partnerships. All three must be fully functional - if only one or two are working, the entire relationship will collapse.
Read MoreMany sales people are trained to emphasize technology prowess, quality of the product, and, of course, sales charm. But if channel economics isn’t part of the sales strategy, you could be missing out on some major opportunities.
Read MoreHow can a vendor can add value to their partners and get them to commit to a deeper level of engagement? The key is a deep understanding of channel economics, particularly if you depend on partners for your route to market.
Read MoreHas your business decided to try to move into the mid-market? There are lots of sales strategies to help you break in, but one key piece that’s sometimes overlooked is channel partners. Here are six reasons why.
Read MoreCongratulations! You've just signed a new partner (or many of them) and are now looking at each other waiting for deals to begin, orders to flow, and customers to call. Unfortunately, it’s rarely that simple.
Read MoreOne of the most important steps in building your channel program is finding the right people to fill the roles on your team. In our experience, the Partner Business Manager is one of the most invaluable roles. But, what exactly makes a successful channel partner manager?
Read MoreGilroy Associates is a consultancy and board advising practice, founded by executives with a combined 150 years of experience leading and working for Fortune 100, Mid-Market, SMB, Government, and Not For Profit sectors.
