The Real BR Library

The full archive. Grounded perspectives on leadership, partner dynamics, and the realities of the channel.

The Long Game

Long-game strategies focused on honoring relationships, building lasting partnerships, and preserving the ecosystem for the next generation.

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The Executive Mindset

Grounded perspectives on managing teams, building resilient cultures, and guiding organizations without ego or corporate fluff.

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Industry Realities

Analytical insights into the realities of the technology channel, vendor relationships, and the shifting economics of the industry.

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Latest Posts

Your Deal Registration Process is Costing You Revenue

Deal registration should accomplish something very simple: Protect the partner and establish ownership of the opportunity. Yet

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Your Compensation Plan is Fighting Your Channel

You can tell partners they’re important. You can recruit them, enable them, and invest in the relationship.

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More Partners Doesn’t Mean More Revenue

One of the most common mistakes I see is confusing partner recruitment with partner success. Recruiting partners

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You’re Recruiting Partners Too Early

One of the most expensive mistakes startups make is believing the channel will validate a product the

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Why Most Startup Channel Programs Never Scale

I’ve spent more than two decades working with technology advisors, distributors, master agents, suppliers, and channel leaders.

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Multi-Partner Engagements: Leading Without Owning the Room

For most of the channel’s history, the path from opportunity to outcome was relatively straightforward. A customer

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Real BR Author

I’ve spent my entire career in the channel. I came up in this ecosystem the same way many of us did learning on the fly, building relationships, earning trust, and watching an industry take shape in real time. I didn’t inherit a legacy. I lived through the moment when the channel became one.
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