In a previous blog I explored some of the challenges that a successful vendor, with a well-established core product, channel and customer...

In the “Good old days” tech vendors used to have several different ways of incentivising and funding market making with the channel. The...

I came across this great LinkedIn post by Jay McBain from Forrester and Gary Morris from Successful Channels reflecting the seismic shift...

Even though IQBlade is essentially a software company, Ben and I still get involved in a LOT of discussions about the launch plans for...

Whilst this article and research was written in the USA, we see a lot of the issues and thinking reflected here in the UK. 

If you...