Bernadette

Most APAC channel strategies fail because vendors hand resellers decks instead of direction. A real enablement model scripts the right story, in the right voice, for the right moment. In this piece, we break down how to give your partners the narrative clarity they need, and why stepping back may be your smartest move.

Last night, I was having a drink with a friend who runs transformation programs at a government department. The topic turned to salespeople (he politely tried to hide his contempt) and he told me a story: He’d reached out to a well-known tier 1 software vendor, wanting to transform a business process with data. He didn’t hear back. Even after following up weeks later, nothing.