Channel Champion Blog

Recently I experienced a blown-out knee. As a practicing triathlete, the state of limited mobility has been beyond frustrating. Anyone who encountered me at Baptie’s Channel Focus event can attest to my frustration. So can my wife, who has had to deal with my restless soul, trapped on crutches. However, as always there is a silver lining, and as is

Recently I have done several presentations on “today’s” MDF and how, despite the cloud and the new buyer’s journey, the foundational elements to a successful MDF program are still very much intact. I keep waiting for someone to tell me I am crazy. With cloud and digital marketing dominating the landscape how in the world can MDF core principles still

In complete candor, this is neither a knock on vegetarianism or an endorsement, rather an admission to lack of self-awareness until it hits you in the head. Which leads to self-examination and reflection – if I missed this one, where else has “going with the flow” made me susceptible to a lack of self-awareness. Taking my wife and kids out

It’s Time to Expect More A funny thing happened on the way to maximizing the value of our MDF and Incentive Platform. We started to realize that there were a lot of folks with different ideas of what SaaS is, and the benefits that be gained from a SaaS platform. Technically the definition of SaaS is simple: “any software application

Recently I have spent a lot of time working with Robert Cassard from Voodoo Video Marketing Magic. As I learn more and more about not just the benefits but the strategy of video, I find myself asking why this integral part of digital marketing has not reached a greater level of adoption. Perhaps it is fear? Not just the fear

I had the pleasure recently of doing a podcast with Kimberly King, Vice President of Global Partners and Channels for Progress Software. Progress has been in business for about 35 years and works predominantly with ISVs that embed Progress software. Only in the past few years has it begun working with global systems integrators, VARs, distributors and, most recently, digital

I had a chance the other day to continue an ongoing conversation with Richard Flynn, a principal at The Spur Group. The conversation centered on the ever-vexing issue of how to find the right partners, measure their value, and motivate them to change behaviors to be more productive. Simple stuff–yes! While everyone agrees on the importance of this challenge, Richard,

I recorded a podcast recently with Mike Maturo, pre-sales engineer at Relayware, which since 2007 has emerged as one of the industry’s premier Partner Relationship Management (PRM) platform provider. Mike has worked in the enterprise collaboration technology space for 10 years, helping businesses collaborate better both internally and externally. I wanted to get Mike’s take on how PRM provides insight

I had an opportunity recently to do a podcast with Mike Moore of Averetek, a Seattle-based channel-marketing software and services provider. When Mike and I first started talking about what to cover in the podcast, we began with through-partner marketing automation and through-partner marketing agencies (which I think is an incredibly exciting development in our market). But we pretty quickly