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Tech and telco leaders still whisper about "channel cost" like it's a dirty secret. But here’s the truth: You’re not spending too much on channel — you’re investing too little in the right parts of it. And it shows in your growth curve. #ChannelStrategy #TelcoLeadership #GTM

You measure your channel by what it costs. Your competitors measure it by what it delivers. Guess which company gets the top tier partners? AND the top growth? Hint....it's not your firm! #PartnerPower #ChannelVision #TechLeadership

The CFO says, “Channel costs more than direct.” Let’s translate that: "We don’t understand how to operationalize indirect revenue." High-performing firms don’t cut their way to growth — they align the channel to it. #ChannelMath #TelcoGTM #PartnerEconomics

If 70% of your revenue comes through the channel but 0% of your board has channel experience... You don’t have a strategy. You have a blind spot. Add a channel advisor for your board, or a channel expert to your board. Or keep wondering why your partner revenue plateaus while

Leadership tip: If you think MDF is a type of plywood, please step away from the partner program and get help! #ChannelFauxPas #BlessYourGoToMarketHeart

Nothing like a quarterly business review with a leader who says, ‘What’s a TSD again?’ Sir. This is a Wendy’s. #ChannelMisalignment #PassTheFriesAndTheFramework

Heard a channel exec say, 'Why do we need partners when we have a sales team?' I’m fine. This is just how I cry now. #ChannelTrauma #GoToMarketOrGoHome

Saw a new sales leader ask if we can ‘just make the channel sell more’ without doing anything. Ah yes. The legendary Jedi mind trick strategy #ChannelJedi #ThisIsNotTheGrowthYoureLookingFor

STOP BUYING BOOKS FROM BILLIONAIRES! Support your local #indiebookstore on their website by buying there or go in the store - mine locally is blackdogbooks.org if you aren't part of the solution then guess what maybe you are part of the issue :) just saying!

You can always spot the exec who didn’t come up through the channel. They think 'deal registration' is a wedding announcement.#ChannelCultureShock #skiptheshower

Channel math tip: SPIFs are sugar highs. LTV is the recurring feast. Choose vendors who help you build long-term revenue, not just short-term dopamine.

Check out my latest article: If Your Partner Program Feels Like Filing Taxes, You’re Losing to Someone Who Made It Feel Like Netflix linkedin.com/pulse/your-par… via LinkedIn

Looking at flights to fly to Dallas in Sept and the Boeing plane flights are half the price of the Airbus plane flights -- what does that tell us?

Could it be MORE 2025 that this years hurricane names include a KAREN? AND a DEXTER? This should be fun!

Big customer experience fail today United Airlines in EWR -my seat was not maintained and thus broken and tied off when I got on the plane. No pre communication and a run around to find another seat. Somehow when you pay $3,000+ for a seat you anticipate a better level of service. Gate

Seeing great traction in the #trustedadvisor space in the security and collaboration space. More and more vendors and customers are relying on partners for the right experience with technology. Who's your favorite partner? Give them a shout out here!

I just saw the proposed new rates for health insurance in ACA without government subsidy - the rates are insanely high and it's frankly not very good insurance for that price! So instead of debating who is right in the two parties on the debate on this one I want to ask a

Birthday wish: Pay the air traffic controllers and TSA instead of the House and Senate. At this point they’re clearly the more important federal workers!

Politics divide. Hunger unites. SNAP cuts hit hard and banks are the first line of defense. Take a side: FEED YOUR NEIGHBORS! #FoodInsecurity

We will be telling the next generation about how NYC used to be the greatest city in the world - they of course won’t believe us because of what it will have become. The past 10+ years have not been kind to NYC, doubtful the next 10 years will be any better. #RIPNYC