Think When and How Not What to Drive Spiff Effectiveness

Think When and How Not What to Drive Spiff Effectiveness

by Steve Murphy The good news from our recent Reseller Survey is that spiffs continue to be an acceptable business practice in most reseller organizations although some do require management approval for their sales reps. That certainly shouldn’t surprise anyone as...

Trends Impacting Channel Management Automation

by Steve Murphy “We tend to overestimate the effect of a technology in the short run and underestimate the effect in the long run.” Amara’s Law In today’s technology channel landscape there are three concurrent shifts altering the way enterprise...
Facebook for the Channel: The Network Effect

Facebook for the Channel: The Network Effect

by Casey B. Lockwood No, I’m not talking about posting your best dance moves from Dreamforce on some channel chief’s wall….. We’ll let someone else go to YC or TechCrunch Disrupt with that one… The concept of a connected network has been unfairly grouped into a...