Posts tagged ‘Partner Recruitment’

Mid-Year Check: Channel Development Goals for 2010

Beth Vanni – Director, Market Intelligence

Where has the time gone? It’s the end of July already and with many company’s fiscal year’s more than half-way over, it’s a great time to sanity check progress toward your channel development goals for the year.  We reflect here on what many of you have told us were your priorities and key initiatives for 2010 in our Annual State of Partnering Study.


August 4, 2010 at 5:03 pm Leave a comment

Recruiting the Right Partners

By Beth Vanni

Recruiting the right partners remains an age-old channel  management challenge.

Vendors have gotten increasingly more sophisticated at the “whys” and “hows” of recruiting over the years.  But the fact that nearly 50% of vendors surveyed in our 2009 State of Partner Program study indicated that recruitment represented a “very” or “somewhat” challenging issue in 2008 tells us there’s still progress to be made. (more…)

April 3, 2009 at 5:53 pm Leave a comment

The Quality vs. Quantity Debate: Starbucks as a Case Study in Regional Coverage vs. Quality of Service


Beth Vanni

Beth Vanni

Today’s headlines add to the growing “chicken little” reaction to the U.S. economic woes….   “Starbucks Cutting More Jobs, Closing Stores.”   Now, I’m a pretty loyal Starbuck’s customer (sometimes two Venti ice teas a day!), but also a 25 year channel analyst.   And, my reaction to this headline was a candid “Well, of course they are!”


February 6, 2009 at 11:33 pm 1 comment

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