Category Archives: Uncategorised
It seems everybody partners these days. And why not? Partnering help you quickly reach new markets, tap into additional talent, and generate fresh ideas and offerings. The cost is lower than building or buying, and less risky, too. But a lot of the potential value never materializes. A shocking 60 to 80% of business alliances […]
Erin Meyer’s new book, “The Culture Map,” is an easy-to-read, easy-to-understand guide to how country cultural differences can cause misunderstandings, and provides many useful recommendations to increase productivity, employee satisfaction, and overall success in global business interactions. Meyer’s goal is to help teach global business leaders how to bridge cultural gaps, as well as how to teach […]
Most of you already know we focus a lot on partnering skills. Partnering is the name of the game when it comes to indirect sales channel management. You need to find distributor partners (or other channel partners) that are the right fit, and manage those relationships effectively to get great sales results. But much of […]
Pretty much everyone agrees that your customer value proposition is the cornerstone of your marketing efforts. It’s why your customers should buy your product or service – the benefits of doing so, or what you’ll lose out on if you don’t buy. To enter into and maximize partnerships, you likewise need a partner value proposition: Why should they […]
You want to work with great distributors and other partners to extend your market reach. Like you, they are also looking for solutions that will directly or indirectly improve their competitive advantage. They want to hear specifically on how working with you will contribute to their success—and why you’re uniquely qualified to deliver that value. Your partner […]