As I think back over my career and all the channels I've been involved with, the one constant is the 80/20 rule - 20% of the partners contributed 80% of the revenue. (Actually, there might have been one situation where it was 90/10) In these organizations, a lot of time was spent discussing how to get the 80% contributing more.
Is it possible? I know everyone on this list can share probably share channel enablement strategies designed to achieve the goal - but have you ever seen it happen?
Unfortunately, that group seems to have a lot of lurkers and not much discussion - yet.
Still, I'd love to hear what those of you who are channel managers or channel strategists think about the 80/20 rule. Can it be broken?
Feel free to share your thoughts here, or visit the group on LinkedIn.