Please visit www.tbkconsult.com/blog for my posts

moving-truckThank you for visiting my blog. I have moved to www.tbkconsult.com/blog.

I started blogging in August 2007 and started using WordPress in February 2008. Since then I have written more than 1.000 posts primarily about business development, marketing and sales in the information technology industry. Continue reading

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“Revenue Generation” as a Service

Sales Force Europe Logo - Revenue generation as a serviceThe information technology industry enjoys steadily diminishing barriers for market entry and struggles with ever diminishing windows of opportunity. A steadily increasing number of competitive products and services have to make it to market leadership at an ever increasing speed.

While developing a new meaning- and useful product or service that the market really wants can be done in less and less time, we still struggle finding the formula for exposing the value proposition to enough potential customers before someone else has taken the money for something similar or for something else. Continue reading

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Channel Partner Recruitment from Early Stage to Late Stage

This is the first video in the “Building Successful Partner Channels” series of five videos that TBK Consult have made for the Microsoft Smart Partner Marketing portal.

Using a channel of independent companies to find, win, make, keep and grow happy customers on our behalf has a long tradition in the software industry. For some software companies the indirect channel has been a major contributor to global success, but for most software companies making it work remains a depressing and constant struggle. Continue reading

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Developing and Maintaining a Channel Partner Program

This is the fourth video in the “Building Successful Partner Channels” series of five videos that TBK Consult have made for the Microsoft Smart Partner Marketing portal.

Using a channel of independent companies to find, win, make, keep and grow happy customers on our behalf has a long tradition in the software industry. For some software companies the indirect channel has been a major contributor to global success, but for most software companies making it work remains a constant struggle. Continue reading

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The Channel in Your Value Proposition

This is the third video in a series of five that TBK Consult have made for the Microsoft Smart Partner Marketing portal.

Using a channel of independent companies to find, win, make, keep and grow happy customers on our behalf has a long tradition in the software industry. For some software companies the indirect channel has been a major contributor to global success, but for most software companies making it work remains a constant struggle. Continue reading

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Key Considerations for the Direct vs. Indirect Go-to-Market Approach

This is the second video in the Building Successful Partner Channels series of five videos that TBK Consult have made for the Microsoft Smart Partner Marketing portal.

Continue reading

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When to Choose an Indirect Channel and When to go Direct?

This is the first video in the “Building Successful Partner Channels” series of five videos that TBK Consult have made for the Microsoft Smart Partner Marketing portal.

Using a channel of independent companies to find, win, make, keep and grow happy customers on our behalf has a long tradition in the software industry. For some software companies the indirect channel has been a major contributor to global success, but for most software companies making it work remains a constant struggle.

Continue reading

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Why I now have a Facebook page for my readers

BookCover3d_BSABSinGM_east_v2Reading time: 2 minutes

I have been very fortunate to have received many positive reviews for my recent book on Amazon. I also have received many encouraging emails from readers who like the book and who have certain questions they would like me to answer. I try to respond to most emails, and while some of the questions are so specific that they are impossible to answer most of them are actually of a generic nature, where the answers would be relevant for others as well. But why limit the discussion to only having me providing the answers? I bet that my readers have experiences and ideas that could add value to the discussion and help everybody with the challenges of building productive partner channels. Continue reading

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Software Industry Conference 2016

I have been invited to deliver the closing keynote presentation at the Software Industry Conference in Bussum, the Netherlands on March 17th 2016.

The title of my keynote is:

Selling Information Technology in the 21st Century

I will prepare my keynote in an open source format sharing the issues I will address. Continue reading

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How will you know if a certain sales approach will work or not?

– The average reading time for this post is 4 minutes – 

The other day I received this question from one of my readers:

Do you think that sending old fashioned “snail mail” might be a better method than cold calling or cold emailing for prospecting, especially in situations where I have a deep understanding of problems the prospect may be facing and can explain how our product helps? Of course there is no guarantee they indeed have a problem at the time of my letter or a budget, but do you think this is worth trying? Continue reading

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