L’evoluzione della copertura del canale secondo B-Channel

Insights and Musings: The Evolution of Partner Coverage

July 19, 2017  Paul Conacher

I’ve been looking recently at how companies are covering their partner bases, what their plans and desires are, and how these are developing.  This is not by any means a ‘structured survey’ of what’s happening but more musings and possible insights, as I’ve been having these conversations with clients, from a perspective of ‘many years’ in channels, and before that ‘many years’ in software sales.  I welcome your insights and thoughts if after reading you have an additional point of view.  Well, here goes.


The Evolution of Marketing Thanks to SaaS

I was talking with my friend Tracy Eiler, author of Aligned to Achieve, the other day and she showed me a chart that they were using at InsideView to segment customers.  The chart was a quadrant that mapped customers on two dimensions:  renewal rate and retention rate.  The idea was to use the chart to plot customers and then identify patterns (e.g., industries) so marketing could identify the best overall customers in terms of lifetime value as the mechanism for deciding marketing segmentation and targeting.


How Resilience Works

Resilient people, they posit, possess three characteristics: a staunch acceptance of reality; a deep belief, often buttressed by strongly held values, that life is meaningful; and an uncanny ability to improvise.

Resilience is neither ethically good nor bad. It is merely the skill and the capacity to be robust under conditions of enormous stress and change.