Everything IT vendors need to understand the channel, build partner programmes, and manage partners at scale.
Channel sales means selling your product through third-party partners rather than directly to end customers. This guide explains how it works, why IT vendors use it, and what the economics look like.
9 min readChannel FundamentalsVARs and MSPs are both channel partners, but they have different business models, different buying behaviours, and different expectations from vendors. Understanding the distinction shapes how you structure your programme, your pricing, and your enablement.
8 min readAt scale, managing channel partners individually becomes impossible. Global vendors solve this with tiering, automation, self-service technology, and a ruthless focus on the partners who actually generate revenue.
10 min readPartner ManagementExpanding your partner programme beyond your home market introduces complexity around territory, currency, compliance, and culture. This guide covers what changes and what to prepare for before you start recruiting internationally.
10 min readPartner ManagementPartner enablement is the work you do to make sure your partners can actually sell your product. This guide covers what good enablement looks like, what it costs to get wrong, and how to build a programme that produces confident, capable partners.
11 min readPartner ManagementThe majority of IT vendor partner programmes never reach their potential. The causes are consistent enough to be predictable. This guide covers the failure patterns that come up again and again, and what to do about them.
10 min read