Every year, Miller Heiman enlists the feedback of sales professionals from around the world to identify the best practices that are most effective in generating real results for sales organizations. Philip Moon looks at how some lessons from the 2012 Miller Heiman Sales Best Practices Study provide insight on how to improve partner sales productivity.
In a world where customers are moving toward managed services and away from hardware and software purchases, which of your partners will make the transition? What role do vendors play in enabling the channel to make the transition to selling managed services? For those partners that can't or won't make the transition, how will you recruit qualified partners to fill the gap?
Anna Johnson of CCI sat down with Craig Schlagbaum, Comcast Business Class Vice President of Indirect Channels, to discuss a new model of recruiting and enabling the channel to take advantage of the opportunity of a recurring revenue service.