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....
It is sandbagging time again – are you ready?
Accepting a budget we don’t believe in brings us into a psychological mode of proving we were right. Any option of proving that we cannot deliver will be used in a self-destructive approach towards failure. As a manager in the corporate environment, we must always be prepared to walk...
The magic happens when you want to make the world a better place!
When Özlem launched Classloom.com in April 2015 just a few months before the summer break she didn’t expect much traffic. She thought that teachers were busy wrapping up the year and wouldn’t have time to study a new Teacher-Parent-Student communication tool until after the summer break, but fortunately, she was wrong....
The 6+4 habits that will make you stand out from the crowd
Trustworthiness is the most crucial character trait in any relationship. All other virtues fade in comparison when we keep failing to deliver on our own commitments. Irrespective of how small they are and to whom we have made them. Take charge and become proactive....
If you never receive inbound inquiries then there is something terribly wrong
Being in a market where potential customers are looking for what we offer, but never reaching out to us is a sign that we are doing something terribly wrong. If we do not have an increasing stream of inbound inquiries for what we offer then we must take a serious look at...
Why you should charge for coffee with someone you don’t know
Do you accept all invitations for coffee? Maybe you should consider if this is best use of your time. Maybe there are other ways to help more people without having to invest so much time and drink so much coffee....
“The Navision Model” was born when IBM said no thanks
PC&C GmbH became a huge success for both Navision and for the three founder. It is a unique export adventure in the short history of the European software industry and has become a precedent for international expansion under the name of "The Navision Model."...