What we have seen in more than 20 years with more than 250 companies: the mistakes that cost, the levers that pay, and the questions to ask yourself.
Companies invest considerable resources in recruiting partners, yet very few genuinely exploit the potential of their ecosystem. Where does this paradox come from, and how do you get out of it?
· 4 min read
Read the articleWith apologies to Descartes for the nod: indirect business, too, benefits from being conducted with method. Why opportunism costs so much, and what a shared method changes.
· 5 min read
Read the articleGood products, good partners, good Channel Managers… and yet only part of the potential is exploited. What makes the difference is not the quality of the players, but the way they work together.
· 4 min read
Read the articleMore than twenty years of indirect business and several hundred engagements have given us a few strong convictions. Here they are, as they underpin the PAD Method®, illustrated by what we see in the field.
· 4 min read
Read the articleThey show up in almost every network we audit, and they feed one another. How to recognise them, what they cost you, and where to start to break the cycle.
· 7 min read
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