Articles By Bruce Stuart

CEOs complete companies

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

The critical transformation

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

WANTED: CEOs who can do the job

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

Published on: July 6th, 2005 Bruce Stuart

Icebergs and ecosystems

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

Published on: June 1st, 2005 Bruce Stuart

Recruiting the best channel professionals

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

Finding the best channel pros

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

The three levels of channel management

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

Channel strategy competency gaps

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

Required individual channel management competencies

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

Take the financial acumen quiz

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

CEOs know: the money is in the service

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

Published on: July 7th, 2004 Bruce Stuart

CEOs build growth plans

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.

Published on: May 7th, 2004 Bruce Stuart

Key calls: the details – where and how

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

CEOs make key calls

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

CEOs complete companies

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