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.
The Executive Mindset
Grounded perspectives on managing teams, building resilient cultures, and guiding organizations without ego or corporate fluff.
Industry Realities
Analytical insights into the realities of the technology channel, vendor relationships, and the shifting economics of the industry.
One of the most consistent sources of friction in the channel isn’t intent. It’s expectation. On the
From the outside, the role looks straightforward. You work with partners.You represent your company.You help drive growth.
There’s a lot in the channel that gets measured. Revenue.Margin.Pipeline.Close rates. Those things matter. They always have.
The channel is one of the greatest opportunities in business. But it’s also one of the most
For years, TSDs built their businesses on courtship. They worked hard to win over subagents and technology
People talk a lot about what it takes to be a great supplier side channel manager; responsiveness,
