The Difference Between Business Development and Sales
Business development, marketing and sales are business processes just like R&D, G&A, manufacturing and logistics....
Key Considerations for the Direct vs. Indirect Go-to-Market Approach
In the video, I discuss the main difference between the direct and the indirect go-to-market approach and how you can make the indirect approach work in your favour. This is the second video in the Building Successful Partner Channels series of five videos that TBK Consult have made for the Microsoft Smart...
Channel Partner Recruitment from Early Stage to Late Stage
In the video, I discuss the process for channel partner recruitment from early stage to late stage....
How will you know if a certain sales approach will work or not?
You will have to continue to test, measure and test because the markets move all the time and what worked well yesterday may not work well tomorrow. The other day I received this question from one of my readers: Do you think that sending old fashioned “snail mail” might...
“Revenue Generation” as a Service
Let’s just face the brutal facts: Marketing and sales are not the core competencies of most information technology companies and that is the primary explanation that they may make it out of the startup stage, but they very rarely make it to the tipping point and beyond....
Nine Steps to a Successful 2019
One of the biggest time savings I have achieved comes from the decision to set up an office at home. Besides a saving of $10,000 in annual rent, I save 45 minutes every day on the commute. This corresponds to 50 effective working days per year....
Developing and Maintaining a Channel Partner Program
In the video, I discuss the channel partner program and the design principles we should apply for building successful partner programs. 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. Transcript: Using a channel of...
The Channel in Your Value Proposition
In the video, I discuss how can you design your value propositions to release the full potential your partner channel....
When to Choose an Indirect Channel and When to go Direct?
I the video I discuss the principles for when we can choose the indirect approach through independent channel partners and when are we better off going directly to the markets....
Why I now have a Facebook page for my readers
Having conversations with your current and potential readership is a great way to promote a book and add value. But as each book is a $10 item these conversations have to take place in the public space helping drive the buzz and bring in more readers....