• Written by Alistair Fox
• Categorised Marketing, Technology, Innovation

A few years ago I led the development of a technically complex electronic product for the gas industry. The project took…

• Written by Alistair Fox
• Categorised Sales Enablement

How do you deliver the real benefits of a Sales Guide programme? We provide a process to capture the information required…

• Written by Alistair Fox
• Categorised Sales Enablement, Partnerships, Sales

Business Development might be a rather obvious partnership activity. Our view it has two facets that you shouldn’t confuse. This is…

• Written by Alistair Fox
• Categorised Sales Enablement, Partnerships

You have completed the heavy lifting of having a partnership strategy, recruiting partners and developing joint propositions. Now it’s time to…

• Written by Alistair Fox
• Categorised Sales Enablement, Partnerships

Not every company will have a Joint Portfolio, but if you do, this article gives some guidance. “My model of business…

• Written by Alistair Fox
• Categorised Marketing, Sales Enablement, Partnerships

In this blog we move on to discuss the Partner Recruitment Process.  “What really matters in a networked age? Relationships.” Reid Hoffman…

• Written by Alistair Fox
• Categorised Sales Enablement, Partnerships

This is our fifth blog about the Partnership Framework. Here we focus on the Partnership Framework Solutions you are providing, and…

• Written by Alistair Fox
• Categorised Sales Enablement, Partnerships, Sales

In part 4, we consider the Partner Plan – how we recruit and work with the right partners. “Give me six…

• Written by Alistair Fox
• Categorised Sales Enablement, Partnerships

For the third article in this series, we’re going to consider the Partnership Framework Strategic Plan  “Tactics without strategy is the…

• Written by Alistair Fox
• Categorised Marketing, Sales Enablement, Partnerships

For the second article in this series, I’m going to describe the Partnership Framework Objectives. “Sound strategy starts with having the…