Software Industry Conference 2016
In this industry it is not enough to get the good ideas – you need to get them before everyone else makes them common best practise. 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...
The successful turnaround of Secunia, part 3
Picking the right person and getting the right team into the right seats on the bus is no simple endeavour....
The successful turnaround of Secunia, part 2
There were many surprises and setbacks on the road, but acting swiftly and correcting failures fast enabled Colsted and his team to achieve the overall objective....
The successful turnaround of Secunia, part 1
Colsted and his team knew that expecting resellers to invest in lead generation at this early stage of market penetration was unrealistic and they, therefore, set off to design lead generation campaigns for their distributors....
The two main information technology channel challenges for 2016
Your product is a crucial part of your business model, but there are other building blocks that are just as important....
Renovating and consolidating the TBK Consult web sites
Executives do not search Google for consultants to help them solve serious business problems. Management consulting is a relationship business and potential clients reach out to you because they know you or have been referred to you, by someone they know and trust....
Building Successful Partner Channels – the video series
Microsoft has asked TBK Consult to provide tutorial content on how to overcome the challenges with building and growing an indirect sales channel and we have produced 5 short posts for their Smart Marketing Portal....
Budgeting in big and small companies – do you know the difference?
Budgeting and planning in small and medium-sized companies are not a sandbagging game that determines our destiny in the company. People approaching the exercise with such an attitude will not last long in this environment. Budgeting and planning in small and medium-sized companies require taking off the masks and...
This formula will make your channel partners successful
P&L issues are the responsibility of CEOs and business unit managers and will require that we speak business management “language.”...
The differences between the direct and the indirect go to market approaches
Using an indirect go-to-market approach means finding, recruiting and managing independent companies that find, win, make, keep and grow happy customers providing solutions with our product as a core component....