Andrew Z. Brown and Phil Hogg

Andrew Z. Brown and Phil Hogg

Andrew Z. Brown and Phil Hogg are the authors of A Guide to Building Successful Channel Sales Programs, a monthly series of practical advice for business owners seeking to grow revenue through channel sales. Andrew has established and managed successful channel/alliance programs internationally, and is the author of Business Truths, one of the year's fastest-selling business books. Phil has built successful channel programs, partnerships, and strategic alliances for over 25 years, and is currently General Manager for Merchant Services at Everlink Payment Services.

The Legal and Accounting Challenges of Channel Sales

Without the right protections and systems in place, a successful program can quickly fall apart. What you need to be paying attention to

How to Measure the Success of Your Channel Sales Program

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It’s about so much more than revenue. Vendors and channel sales partners should be tracking these key metrics

5 Best Practices for Managing Your Channel Sales Program

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Sustained success takes smart planning and ongoing reinforcement. How to ensure your program delivers

How to Get Your House in Order for a Channel Sales Program

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Three steps that will help you attract the partners you want

The 3 Steps to Choosing the Right Channel Sales Partner or Vendor

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Who you work with will determine whether your program succeeds or fails. How to pick wisely

What Channel Sales Can Do for Your Business

Business Partners

Selling through partners can be very lucrative, but it’s not without its challenges. The first installment of our guide to building a successful program

Readers Choice

Specific guidelines on what you’ll get for your money, and which types of reps are worth the extra spend