the index

guides.

  1. 001direct dealsyour biggest competitor in security deals is "no decision"5 min
  2. 002POCshow to run a security POC that ends in a decision9 min
  3. 003partnersone distributor per country or two: the arithmetic for a mid-sized European market7 min
  4. 004partnersthe channel price waterfall: from list price to the CISO7 min
  5. 005partnersdeal registration is a promise. here is where it breaks6 min
  6. 006direct dealswhy a vendor with the better product loses a Polish tender7 min
  7. 007funnelsthe day-one shortlist: most security demand is decided before the first form4 min
  8. 008funnelsthe first hour after a demo request4 min
  9. 009funnelscold email in Europe is a country-by-country question4 min
  10. 010partnersa signed partner is a logo, not pipeline: the first 90 days after signature6 min
  11. 011POCsthe security review is a second evaluation. start it with the POC5 min
  12. 012direct dealsNIS2 in a sales conversation: what the law asks of suppliers, and what it doesn't4 min
  13. 013direct dealsmap the buying committee before the demo4 min
  14. 014funnelswhy the US volume playbook breaks in Europe7 min
  15. 015funnelscontent your channel partners will actually send6 min
  16. 016partnerswhen an MSSP wants to build a service on your product6 min
  17. 017partnersan ideal partner profile fits on one page6 min
  18. 018partnerswhat a partner needs to hear before it adds your line6 min
  19. 019partnerspartner tiers that change what partners do6 min
  20. 020partnerspartner enablement that ends in a registered deal4 min
  21. 021partnersco-selling with a partner: who owns what in the deal5 min
  22. 022partnerswhen the customer wants to buy through AWS or Azure: marketplaces and your channel5 min
  23. 023partnersrenewals through partners: who owns the customer in year two5 min
  24. 024partnersa joint business plan a partner will follow5 min
  25. 025partnerspaying your channel team without starting a war with direct sales6 min
  26. 026partnerschannel metrics that tell you something: sourced, influenced and the partner health score5 min
  27. 027partnershow a partner channel fails, and the signals that show up two quarters earlier6 min
  28. 028partnerspartners make money on the services around your product, so design for them5 min
  29. 029direct dealsa security demo that opens on the alert5 min
  30. 030direct dealsa security business case the CFO reads to the end5 min
  31. 031direct dealsprocurement is not the enemy. it is measured on something you can help with6 min