Why do we discuss things that have been discussed already 20 years ago?

Because many who run channels today were in pre-school twenty years ago and do not have the experience and knowledge from back then. So how do we get channel people up to speed? There is no class about indirect channel best practices in any MBA program, there is no obvious training provider and knowledge is passed on by word of mouth – hoping that the “master” actually masters the the channel. The book “Channel Excellence” trys to not only covering all the aspects of channel management but is written by a channel practitioner. Continue reading “Why do we discuss things that have been discussed already 20 years ago?”

Channels Go Social Media

If you missed our webinar Channels go Social Media – please find on Slideshare the powerpoint presentation. Empowering partners to play a role in the fast-growing “Social Web” Brand attitude is shifting and purchase decisions are increasingly influenced by social networks, blogs, forums and online communities. Are your channel partners online – where your customers are seeking information? Has your channel marketing adjusted to this new reality? Vendors need to inspire their partners to stay ahead of the customer buying curve. This is not an ROI question or question of business process effectiveness. This is a question of keeping or losing your partner and customer relationships! This web-based seminar talked about what needs to be done today.

You find the presentation here:
http://www.slideshare.net/Xeequa/channels-go-social-media-presentation

Fine-Tuning the Channel

Marshall Lager from CRM Magazine:
“They’re not exactly employees, and they’re not quite customers, but your channel partners can be equally important — and you can’t just direct them by remote control.
You may want to read this interesting article.

What’s very interesting too is the way this article is structured – not the typical monologue but it includes a pull from a LinkedIn Q+A and other social media aspects. Well done. This is what I consider journalism 2.0

Self Publishing – Broad Distribution

Why do it? It’s so easy and just very interesting to participate in the process. Of course the financial return is a bid higher but as we all know – if not Dan Brown – you won’t get rich from writing a book in particular a special interest book. So the book is out and I start to collect some reviews. Also the ISBN number arrived today. After a final touch up I’ll approve the book and it will be available through Amazon.com and Barns & Nobel.

But the book distribution has it’s price – talking about distribution – sounds sooo familiar. I get more than twice by selling through Lulu than selling through Amazon and Barns & Nobel. But at the end that’s actually what the book is about – direct versus indirect. And not just because I eat my own dog food – I believe in the model.

Done – the book is ready

Channel Excellence, the book is done. It will go to print tomorrow and available next week. I’d like to thank all contributors and people who educated me on indirect channels over the past 20 years. Reading throw the draft copy made me already wonder? Who wrote all that :-)

Now, there is also a new WIKI: http://channelexcellence.pbwiki.com. It is a public wiki and I encourage everybody interested in channel topics to visit and contribute. Send me an email and I’m happy to provide you with a password: contribute at channelexcellence.com.

I’ll update the blog with URL to buy the book asap.

Wiki for Channel People


we just created a wiki for indirect sales people, vendors and partners in the SaaS space. The wiki is created as operating vehicle for the SIIA Channel Committee but is publicly available. Everybody who is interested to contribute, please contact – as at channelexcellence.com – or give us a call (650) 348-0057.