The first job of a "real CEO" is to complete their company. The results of ChannelCorp's research on top performing partners is clear: the key characteristic of mediocre businesses is that they are
Published on: September 13th, 2005
Bruce Stuart
@itbusinessca
Why is it that only 10-20 per cent of partners have a “real CEO” at the helm doing the job and fulfilling the role of CEO?Is it because the “real CEO” job is
Published on: August 10th, 2005
Bruce Stuart
@itbusinessca
Top quality CEOs build partners that have several identifiable success attributes.They are: Businesses that survive more than five years and are profitable. Businesses that have stable ownership and management structures. Businesses with emphasis
Channel ecology and channel ecosystems have been transformed into critical components of vendor and channel partner strategy. Channel ecology is the study of the business relationships and the economic, technical and managerial interactions
The key to fielding a team of the best channel professionals is to recruit the best.Sources of the best include: Channel partners – ask them who the best channel managers they have seen
Published on: March 2nd, 2005
Bruce Stuart
@itbusinessca
The best channel management professionals are different. It is fairly easy in conversation to find out if they have what it takes.From a talent perspective, the best have the following attributes: They are
Published on: February 2nd, 2005
Bruce Stuart
@itbusinessca
Ten to 15 per cent of channel management personnel in the IT industry are at “Level 3” of channelmanagement activity.Level 1 channel management takes place when channel management personnel are engaged in activities
Published on: January 5th, 2005
Bruce Stuart
@itbusinessca
It is important to build a credible and capable cadre ofhighly competent channel management personnel in your company. For readers whoare managers of channel professionals, here's a framework to evaluate thecompetency profile of
Published on: December 1st, 2004
Bruce Stuart
@itbusinessca
The characteristics of the competency profiles of the best channel management professionals revolve around business depth and breadth. Our research on the ""best of the best"" channel management professionals has provided a clear
Published on: November 3rd, 2004
Bruce Stuart
@itbusinessca
The largest dictionary that we could find, Webster’s 3,194 page, 600,000+ word New International Dictionary, contains the following definition for "crisis": The point in time when it is decided whether any affair or
Published on: October 6th, 2004
Bruce Stuart
@itbusinessca
This article focuses on the financial imperative for CEOs of reselling organizations to profitably get their businesses into the service, support, training and consulting (SSTC) business.Déja vu . . . all over againPrice
A recent study conducted over a four year period by researchers at Harvard University and Dartmouth College provides five conditions that are thought to be needed for a senior management team to succeed:1.
The purpose of this article is to examine the drivers, decisions and critical events that the CEOs of high growth resellers need to be involved in as they develop workable Transformation Plans.DriversChannelCorp discovered
Published on: April 7th, 2004
Bruce Stuart
@itbusinessca
The purpose of this article is to examine the key strategic decisions that the best CEOs make. These "key calls" allow their organizations to innovate while at the same time providing stable management
Published on: March 3rd, 2004
Bruce Stuart
@itbusinessca
The first job of a "real CEO" is to complete their company. The results of ChannelCorp’s research on top performing Solution Providers is clear: the key characteristic of mediocre businesses is that they
Published on: February 4th, 2004
Bruce Stuart
@itbusinessca
