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As channel leaders and channel managers start planning for next year, we encourage channel organizations to assess partner performance and potential to determine where you should apply your always-limited resources. It may be helpful to segment channels into three categories: Achievers, Believers, and Deceivers. Many of the channel organizations around the world find these designations useful for highlighting future potential instead of judging channel partners based solely on past performance. You want to focus resources on those partners who want to succeed and are willing to do what it takes but still need you to show them how. They are your Believers.
At least that’s how we’ve described Believers in the past. However, as my colleague and I were discussing the concept, we decided the description may be too limiting. Continue Reading


Whenever I get a chance to talk to channel leaders I try to ask them, How can we help our channel managers become a trusted advisor to our channel partners? Continue Reading

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