The latest news, announcements, and thought pieces covering channel partners, leadership strategies, industry advancements, and more.
Many 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 MoreIs your partner recruitment disappointing? Your objective and subjective decision criteria may be the culprit.
Read MoreMany vendors realize the best way to win and retain customers is not necessarily by offering the lowest price or the fanciest features, but rather by delivering an exceptional CX. However, few suppliers are paying the same amount of attention to the experience they are creating for their partners.
Read MoreEnablement is the key to selling more, more effectively. When your partners know how to position your solutions, how to overcome objections, how to present the value to a certain buyer or industry, or how to easily generate a quote, everyone wins. But, how do you do it?
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 MoreAfter 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 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.
