TENEGO BLOG



What Partner Types do you want in your Partner Program?

What are the partner types in your Partner Program? What are the terms you use and is it understood what you mean? To me a sales partner is any person or company who helps you sell your products, affecting any part of your marketing or sales process. I have colleagues who have worked in "The Channel" for all their working lives. In this they talk about the world of large vendors, global distributors and 1000's of resellers and sel...

20-09-2017

Whose Partner Program should you copy? Microsoft's, Oracle's or Salesforce.com's?

We rightly look to and learn from the successful people and companies who have gone before us and the currently hailed market leaders. In the software industry, there are many leading companies, depending on the solution types and their sector focus. Some companies such as Microsoft, Oracle, IBM, Computer Associates, Tata, Hewlett-Packard, Salesforce.com and many others go across so many applications and industry sectors. As a software lead...

14-09-2017

US Tech Companies expanding into Europe - Ever Repeated Mistakes

Tech company sales success in the USA is very different to success in Europe. Many American companies underestimate the challenge and unless they have prior experience, they treat it as if they are expanding to another region of the U.S. Here are some observations of my own and of industry colleagues who have been many years in European expansion for US companies: 1. U.S. companies under-estimate the time to revenue when expanding in EME...

08-09-2017

So, what is your Partnering Strategy?

"What you want and how are you going to get it?" There are many things to think about when you're considering how your business can build effective strategic partnerships, sales channels or sales-side partnerships of any kind. So if partners can play or are playing a part in your business growth, there a quite a number of fundamentals that will makes the whole process work more seamlessly and effectively generating sales for your business...

22-08-2017

Channel Partner Management for Sales Growth

Too many partner agreements are signed with high expectations and then the partner is left to go get sales and send money to the provider. Too much time and money is spent on the legals of the agreement and negotiating out the what-if's and the could-be's. Too much is thought of the fact that partner is getting rewarded to sell so why don't they sell? Too much is left to chance and luck and let's see what happens. So what does happen? Wh...

20-08-2017

Incentivising your Channels: Fuelling your Partnering Engine

To find out more on how to specifically incentivise channels for Product, Service, SaaS, Managed Services or Web-based businesses, contact Tenego. "Make sure you're pointing in the right direction before you switch on your rockets." Accelerate your business when your business is at the right time. Your business must be ready for it. Effective sales partner channels will accelerate your business; make sure you know what you want and that you...

11-08-2017

7 Key Points in Introducing Sales Channels into Direct Sales Organisation

For successful growing software product companies, who have grown through direct sales engagement with the market who are now seeking more scalable growth, and now beginning to focus on sales partners to accelerate their growth and reach new markets... These growing, and likely international, companies typically possess clear marketing messages, effective lead generation campaigns, clear sales metrics and a well-managed sales engine that deliver...

08-08-2017

For Faster Market Traction, Partner with Aggressive Followers

So, you have a technology product and are seeking partners to get into new markets. Your offering is easy to explain, you know what type of customer you want, why they will buy and what's involved in selling to them. You think big and want to partner with the largest companies in the market? After all, they do have the broadest reach and the greatest financial strength and could deliver great sales revenues for your business and really broad...

19-07-2017

Faster Sales Growth with Shorter Adoption Cycles

Does your company's growth depend on your product's adoption cycle? A product's adoption cycle is how long it takes to prove the value in your product or service. When you're launching a new product to the market, we need to understand the length of time it takes for the customer to see the full value. How can you build a business case for your product without the customer seeing the value? When you start to experiment with the market...

19-07-2017

5 More Points - After You have Partnered with a Global Player; IBM, SAP, Accenture...

Continuing from our previous topic: "5 Points - After You've Partnered with a Global Player; IBM, SAP, Accenture..." So you have the accolade, you have the photo, you have a partnership with big name global software company and all the hopes that this brings. OK, it's starting small, with one deal maybe, with one campaign or a commitment to win so many customers in one region. You've worked hard to get here and you've hit a key milestone, ...

12-07-2017

5 Points - After You have Partnered with a Global Player: IBM, SAP, Accenture...

Partnering with a global software company can bring global opportunities, yet this is not an easy thing to achieve and a very small percentage of companies actually do get to secure any partnership. Signing an agreement with Accenture, IBM, Microsoft or other is a great success and can definitely boost revenues it rarely means global rollout and full on market engagement. Many business leaders put so much effort into chasing a partnership with...

03-07-2017

5 Points on Sales Channels Success for Noisy Markets

How crowded is your market? The more compelling your value proposition then the easier it is to get attention from the market and win business. Noisy crowded markets have many products which look very much the same with great challenges for vendors in standing out from the crowd to get the customers attention. Some examples in the software sectors include Anti-Virus, CRM, Accounting and Document Management. • Anti-Virus Solutio...

07-06-2017

In Star Wars or Software Companies, Small can make big impact on Giants (IBM, SAP, Oracle, HP...)

I'm not an avid Star Wars fan, yet I have seen all the movies. I think that too many of the key characters are unconvincing and why, in all the great technology world, can Darth Vader not get a quieter breathing apparatus. Maybe he deliberately wanted to be more ominous and frightening, as Anakin Skywalker's presence just didn't cut it. Well ok... The Galactic Empire with their flagship product, DeathStar, were a very powerful leader in the ...

02-05-2017

Partnering Routes: Tier 2's OR Software Giants (IBM, SAP, Oracle, Microsoft...)

There are many motivations that drive business leaders to push their businesses to continually grow. For some its purely to make the best of their business, the achievement of it OR its competition OR for the trappings and glory of the results. You should think big, and push your business but ensure you are evaluating the best growth routes and for the right motivations. Be sure you are considering the options available. When you are se...

18-04-2017

5 Reasons Why the Big Boy System Integrators Might Partner with You

I regularly meet companies who are seeking to partner with the Global System Integrators such as Accenture, Deloitte, Cap Gemini etc. to expand customer base in a big way. Think of what partnering with Accenture would mean to your business and what they would bring your company: the access to the market, the credibility for your business and the revenue growth. Partnering with the Big Boys is not right for all companies: You must have...

11-04-2017

Software Sales Commissions: Reducing Costs in your Sales

This is a continuation on the series of blog posts on Partner Commissions and the financial matters in sales channels.Do refer to:Part 1:...

29-03-2017

Product Companies: Partner Commissions, Leads% and Sales%

Contact info@tenegopartnering.com to receive our webinar on: Sales Channels: Commissions and Negotiations.• You run a Product Business, either Initial Licence Fee (ILF) OR Software as a Service (SaaS) model, and are seeking partners in a foreign market to sell your products, then how much commission should you pay?• Do you pay 'the standard' amount, if you can find one?• Do you know what a Lead is worth to you OR what a completed d...

20-03-2017

Services Companies: Partner Commissions Calculation - Why 10%?

You run a Services Business and want to establish a business referral partner programme in your local market, then how much commission should you pay?Do you accept what seems like the industry standards of 10% to 15% for services OR is this down to what you can negotiate?Why pay 10%? Why Pay more than 10% and why not pay less?Now let's step through how a 10% might make sense:1) What are the costs in your direct sales process?a) If a partner is de...

18-03-2017

Referral or Reseller Partner? Finders Fee or Commission?

Driving your business through corporate partners helps build a much more scaleable business. It takes time to get the channel started and the channel needs feeding. How you reward your channel depends on what you expect from them and what your corporate partners are doing for you.A reseller partner should be rewarded according to the extent of the results and to what extent they contribute to the sale and delivery. There are various levels of res...

15-03-2017

Pre-requisites - What you Should Have Before Entering Negotiations - Excerpt from Whitepaper

This is an excerpt from 'Partner Negotiations Lean Sales Channel Development' Whitepaper. Click here to receive the whitepaper Summary.• Know what you want and why• Know how to market, sell and deliver to your customers• Have clear expectations and sufficient support capabilities• Completed Partner Fit Evaluation1) Know what you want and why- Your bulls-eye target customer profile and why they buy, with evidence; clear custome...

07-03-2017

Want to sell your company? Then Partner with potential acquirers

Some years ago, I attended an industry event where a Silicon Valley M&A firm was outlining their experience in help technology companies' mergers and acquisitions, from both being acquired and acquirers side. They had a number prominent tech companies in their deals and others we never heard of. The stories were very similar. Different types of companies acquire for a very defined set of purposes. "In over 50% of acquisitions the parties had...

07-03-2017

What is the Standard Partner Commissions for Your Type of Product?

This is a continuation on the series of blogs on Partner Commissions and the financial matters in sales channels. Do refer to Part 1 in the series 'What's Your Sales Channel Product Pricing Policy?' This is a very regular question; 'What is the standard partner commissions for Your type of product?' Many companies take a quick snapshot look what the large structured Partner Programmes of companies like Microsoft, Oracle, Salesforce.com, HP ...

02-03-2017

The First 100 Days of Taking Control of Your Sales Channel

All business leaders of any experience have been through, or inherited, difficult situations where they needed to act urgently to turnaround a fast diving situation. In a crisis, the leader is effectively given licence to be directive to get things done and do things that might seem brutal but necessary. Do you need to declare a crisis with your sales channels? Are you the person to lead the change or are you waiting for your CEO OR your com...

21-02-2017

Are you Strategic to your Strategic Partner? - Software Sales Channels Unrequited Love

I always irk a little when I hear the word Strategic. The word is over used and rarely describes the activity. It tends to be used more as a superlative and probably be replaced with "huge" or "fantastic". AND I always get suspicious of someone who uses too many superlatives. Anyway, to the point. Some might describe a strategic partner as a partner who is going to make a strategic/huge/fantastic difference to your business and you are investi...

14-02-2017

5 In & 5 Out in Reviewing & Improving Your Sales Channels - Part 2 of 2

This is part 2 of a 2-part series; Part 1 took a look at your business while here in Part 2 we are covering reviewing your sales channel partners' businesses. Many of the items discussed below are part of what Tenego call 'Partner Fit Evaluation'. Partner Fit is major topic of discussion Tenego articles and webinars, as we believe it is the most important aspect of making a partnership work. Partner Fit is questioning "How well does your pr...

07-02-2017

5 In & 5 Out in Reviewing & Improving Your Sales Channels - Part 1 of 2

This is part 1 of a 2-part series; Part 1 is looking at your business and the areas that might help in highlighting challenges with your sales channel partners. Part 2 covers reviewing your sales channel partners. There are many challenges in building and operating effective sales channels and even when you get it "right", markets and competitors are constantly changing that we need to continually review and improve. Things don't have to ...

31-01-2017

5 Hard Things in Building an Effective Partner Program

Sales and continuously meeting targets is hard work, even when you are somewhat in control with your direct sales team. Building an effective partner program is hard work, where you are not in control but working with external independent companies to help you sell your products and meet your targets. So, if you haven't figured out your partner program yet, don't beat yourself or your team up so bad. It takes time for a company to learn what ...

10-01-2017

5 Points on Breaking Preconceived Notions with Just Enough Analysis

It's a complex task navigating the ever-changing international business world so we need to take time aside to see what is changing to keep up or get ahead. With people and with companies, we have habits that consist of good and bad that either help us or slow us from reaching our goals. Seeking to learn and listening for feedback helps us get better, yet we are forever deciding what feedback to accept and what to ignore, depending on the ...

13-12-2016

Your Sales Focus? Quarter-end Targets AND/OR Game Change Next Year?

Your Sales Focus? Quarter-end Targets AND/OR Game Change Next Year? In professional sport management, managers/head coaches are noted and quoted for their leadership under extreme pressure while many seem comfortable with it. Managers are expected to turn losing teams around to win games and build their longer-term success engine. Managers are regularly fired for missing the short-term targets. This is a tough station and you need to be ...

06-12-2016

Compliance & Risks Named as One of the CIOReview's 20 Most Promising Compliance Solution Providers 2016

Compliance & Risks, the most trusted compliance solution provider, announced today that it is has been recognized as one of the top Compliance Solution Providers of 2016 by CIOReview."It's a great honor to select Compliance & Risks as one of the 20 Most Promising Compliance Solution Providers 2016" said Jeevan George, Managing Editor of CIOReview. "Compliance & Risks helps companies manage their compliance requirements by providing innovative...

05-12-2016

One Engine, many speeds: Managing Direct Sales and Partners

You don't manage partners in the same way you manage direct sales. With partners, it's simply not your way or the highway. In a business with direct sales and partners there is a different management structure and approach to getting results. There are different rhythms on how partners and direct sales work and even with different types of partners can vary again. There is one sales organisation, one business engine with all the components worki...

15-11-2016

5 Partner Management Styles - Which one are you?

In the ideal world, plans are delivered as agreed, commitments are met and the results happen as envisaged, everything was foreseen and nothing else gets in the way. In this world when you find a partner, assess capabilities, in great enthusiasm and promise all agree a plan with activities, resources, time spend and targets to feed the process. And it goes that the partner was the perfect fit, fitting in with their goals and no other priorities w...

01-11-2016

Diagnose your Current Sales Channels - Partner Fit Evaluation

Have you ever ridden a bicycle with gearing problems where the chain is not just clicking into the right cogwheel and maybe even hopping down to a higher gear by itself? This is very irritating as you are simply not operating at your best and a silly mechanical problem is slowing you down. I don't like any noise coming from my bike, so gearing issues drive me crazy, especially when you can't get into your lowest gear getting up to steep hills. ...

25-10-2016

Partner Fit - Not as easy as it initially seems. Do your homework!

Have you bought self-assembled furniture? YES, you can of course assemble that set of kitchen chairs even though it is not your strength. The first one is slow as you get to understand how it works and you may not get it all right the first time, but that's ok. The second one is easier and your starting to feel good after finishing the sixth one. NOW consider, much has gone into the design of the furniture to dumb down the assembly, like...

19-10-2016

New Suits, New Market Entry and Sales Channel Partners - Seek Good Fit

Companies, Vendors and Sales Channel Partners, are not as easily measured and fitted as the dimensions for a suit and picking it off the rack. Fitting a suit is not as complex as entering new markets or developing international sales channels. This article is written in appreciation equally of challenges and frustrations on the continuous improvement path and in helping others on this path, all for great things. In building effective sales cha...

17-10-2016

The Importance of Partner Fit

If you were hiring someone into your team you go to great lengths to make sure that they are the right person for the job. The job spec is clear and you go through a list of prospective candidates to find a good fit. When looking for a life partner, at least in Irish culture, the process is much more complicated but takes much effort to find a good fit. THEN, why do companies form partnerships with companies that are JUST INTERESTED with littl...

15-10-2016

Why Good Strategic Partner Fit is Imperative - Part 2

To continue from the post Why Good Strategic Partner Fit is Imperative - Part 1. The real cost in getting it wrong is opportunity cost. Basically the lost time and opportunities in the time spent working on something that doesn't produce. There are a number of simple things which help in building a corporate partner relationship and making it successful if you look for them and plan for them at the outset. Part 1 of this post was learnin...

14-10-2016

The 7 Best-Fit Criteria for Strategic and Corporate Partnering (and Gut Instinct)

Far too many companies accept the partners that come to them, because 'we have nothing to lose, we're not represented in that market, so if they sell we're better off'. But with a small bit of planning and effort you can proactively approach the market, region or sector, to meet your business objectives and not simply respond to someone else's possible once-off sales opportunities. In gaining an understanding of whether a partner will deliver ...

11-10-2016

The Challenges in Sales Channel Partner Fit

I recall meeting an early stage tech CEO a few years ago, let's call the company 'DublinForSam.ie', who had their international market entry plans already well in full swing. They were selling software to small businesses across many sectors and had a number of Industry Organisations/Trade Bodies signed up as affiliate partners to sell their software. Much work had been done here but the expectations of success didn't add up. 'Do Industry Organis...

08-10-2016

Why Good Strategic Partner Fit is Imperative - Part 1

The bottom line in all things business, is delivering effectively, delivering and exceeding the ultimate customers' expectations. Learning what works can be highly expensive when we have to backtrack and go again in a different route. Strategic Partnerships can deliver great success when it works, it can be enormously frustrating, disappointing and expensive when it doesn't. A key part of what we do in Tenego Partnering is to focus on matc...

07-10-2016

5 Points for Partner Fit for Embedded Solutions - Data Analytics Solutions

Many enterprise solutions are not complete without Data Analytics/Business Intelligence/Data Visualisation tools to allow business leaders to track progress. While the Enterprise solution providers focus primarily on making their core product the best it should be, their reporting and BI tools can be often basic. For example, if you sell CRM or Sales Organisation management solutions; while you focus on making your core functionality best of ...

19-09-2016

Big Data is BIG Noise - Find Your Niche to Find Success - 5 Why's and 5 How's

I'm a little cynical when new phrases are created to define new trends, like IOT, Big Data, Web 2.0 or whatever version are we on now. When the new buzz arrives the smart established companies somehow re-position themselves to catch on to the marketing whirl that inevitably takes place and you also find new start-ups that are now suddenly in the IOT space. These new wave terms are created and perpetuated by the Market Analysts and Media becom...

13-09-2016

Effective Sales Engagement Models are key to a successful Software Business

Effective Sales Engagement Models are key to a successful Software Business In the Technology Sector it is not always the best product or technology that wins out. A good technology product with a proven market proposition is an opportunity – but it will remain an opportunity unless an effective Sales Engagement Model (SEM) is put in place. An effective Sales Engagement Model will optimise the revenue growth of a company by clearly ...

12-09-2016

Sales Execution - A numbers game?

Sales Execution - a numbers game? Numbers and Metrics are absolutely key to managing sales performance. Occasionally you may find a very successful exceptional salesperson who is not numbers focused but you will never find a successful Sales Manager who doesn't live and breathe his sales targets and numbers. Early Stage: When companies start out it can be difficult for founder/owners and managers to understand how important good metrics w...

10-09-2016

5 Key Sales Priorities for Early Stage Software Companies

Tenego is delivering a series of articles about Sales Management. In this article we will focus on the Five Sales priorities for Early Stage Software companies, normally with revenue of 0.5 MM or less p.a. I hope you enjoy the article, learn from it and if you have any questions or comments, please get in touch via the form on this page. Regards, Donagh Donagh KiernanM Founder & CEO Tenego Partnering What...

05-08-2016

Tenego's client announces the creation of 50 jobs in Cork

Tenego's long term partner, Compliance and Risks, which specialises in helping businesses monitor and manage cleaner and more efficient processing solutions is to create 50 new jobs, almost doubling its workforce, with most of the new employees based at its headquarters in Co Cork. Housing Minister Simon Coveney, Aisling Lane, director of service delivery, Compliance & Risks, and Jim Costello, chairman. Picture: Denis Minihane Compliance & ...

24-07-2016

7 Troubles Techies have with Sales

I am a techie at heart. I was programming at the age of 12 both fun and business applications, a computer science degree. I had super fun in my first business, Vistech started 1994, developing very interesting business solutions and tough techie challenges that I still talk about to anyone who will listen. I stopped programming on October 2nd, 1998. Management and Sales took a higher priority, and I enjoyed it too. I still remember that day, I...

22-07-2016

6 points on Introducing Sales Channels into Direct Sales Organisations

How do you transition from predominantly Direct Sales to being committed to growing through sales channel when you MUST MEET your quarterly sales targets? Your likely Current Status: The bulk of your sales and customer relationships are direct.Your direct sales organisation is working well and growingThe growth limits are apparent, its challenging to hire and manage highly effective sales people in multiple international marketsYou may ...

09-06-2016

Fintech Companies - 5 reasons why you need to be in the UK, pronto!

Traditional conservative industries like banking don't change fast. Disruptive technology companies want to change industries and many financial technologies solutions are claiming disruption. In breaking traditional industry structures and focusing on making it easier and faster for the user the financial services companies are forced to change or die. In Fintech, being in the UK is a must, for the following five reasons: 1) London is the ...

07-06-2016

Is The UK Market The Same Or Different? Key Things To Consider

Traditional conservative industries like banking don't change fast. Disruptive technology companies want to change industries and many financial technologies solutions are claiming disruption. In breaking traditional industry structures and focusing on making it easier and faster for the user the financial services companies are forced to change or die. In Fintech, being in the UK is a must, for the following five reasons: 1) London is the ...

02-06-2016

5 Points on Scalable Market Expansion & Channel Partner On-Boarding

A number of years ago, as CEO of my first tech company, I received great support and advice from many experienced CEOs, and business leaders (as I still do). I regularly tell the story of one piece of advice about over-engineering and technology solutions, but this point also applies to under-engineering a business process. The advice outlines that; 'Engineers can't count. They count 1, 2 then Infinity, meaning if a task needs to be done once the...

02-06-2016

In Evaluating Sales Channel Partners - Time based and Cost based Evaluation

Most partnership relationships need nurturing. In building successful partnership relationships you will regularly need patience and consistent persistence while both parties should be seeing progress on a step-by-step basis. In many situations, one or both the vendor and the partner are treating the partnership as a medium to longer term investment, so you should invest your time and efforts and manage expectations accordingly. In selectin...

25-05-2016

Top 10 misconceptions when expanding to the German market

In our segment we come across several companies in different stages of maturity when comes to developing sales and sales channels. Today we will focus on some misadventures some companies faced or thought when expanding to the German market. 1. 'Germany will work like my market!': Germany is part of the European Union with more than 50 cultures and languages. In Germany the buying behaviour differs from region to region. 2. 'Let's give i...

09-05-2016

We're Selling to English Speaking markets first! Why? Is that so wrong?

Hi there, Building on our series of articles on Question the Obvious and the great mentions we had on our last article "5 Why's on Digital Marketing is not the whole Solution-Warning: Sales Required" (www.tenegopartnering.com/awasta-question-the-obvious-02-DigitalMarketing) we review the market selection prioritization and some of the mistakes business leaders did and avoided during this crucial stage on the sales internationalisation. I hope...

06-05-2016

5 Why's on Digital Marketing is not the whole Solution-Warning: Sales Required

Hello, Continuing our series of articles on Question the Obvious and our last article 'Product Market Fit Negates The Need For Sales Skills - Does It Really?' we analyse the view of relying solely on Content Marketing as a Sales Strategy. I hope you enjoy this text and that it adds some food for thought. If you feel like it, share your thoughts and comments. Regards, Donagh Kiernan CEO Tenego 5 Why's on Digital Marketing is not the w...

22-04-2016

Question the Obvious

Product Market Fit negates the need for Sales Skills - Does it really?  Vs. On a recent visit to San Francisco and Silicon Valley, I met a number of business development services individuals and companies. On this trip I heard it from a three different people about the poor attitude to sales skills in Silicon Valley; 'Our product will sell itself when we have Product-Market Fit!' or 'We have great marketing plans and don't require sales...

08-04-2016

Diagnosing a Bad Experience with a Sales Channel Partner

I spoke to a small group of business owners recently on the topic of scalability in businesses, sales organisations and sales channel partners. These were business owners who want to have global businesses and working with partners is or will be a key part of their growth. In seeking feedback from the business owners, a response I hear every now and then: 'I've had bad experiences with sales channel partners' Implying that all partnerships ...

04-04-2016

7 Tips for Generating Business through Sales Channel Partners for a Fraction of Direct Sales Costs

It's not magic, its common sense, to generate business you need to get the attention of customers and convince them your product can solve their needs. This simple sentence carries great challenges of so many varieties for most companies when it comes to direct sales costs. Those on top of their markets will have answers on hand to these questions:How many potential customers exist for your company with the target markets? How do you know th...

02-04-2016

10 Mistakes in Sales Channel Development

Great businesses work hard to learn what it takes to sell their products. Great businesses exercise constant efforts in trying new and different things adjusting their product, how they market and sell and what types of customers they should best sell to. Building and leading a great business is constantly pushing for more and better all the time. Staying the same is falling behind, resting is losing. The market is constantly changing and every b...

24-03-2016

Introducing Tenego Toronto

Tenego TorontoTenego is pleased to announce the expansion of Tenego Partnering as it crosses the Atlantic, with the addition of Tenego Toronto to our other Global Partners in Ireland, UK, Germany, Greece, Australia and New Zealand.At the helm of the partnership will be Glenn Myers. Glenn's corporate experience includes senior roles in Sales, Marketing and General Management in the high technology and telecommunications markets. These roles have b...

22-03-2016

Fireside Chat, Expert discussion on expanding to the European market

At this Fireside Chat event, audience members will learn how to enter or strengthen their EU presence and grow to dominate their EU Tech Market sector. Cork, Ireland, March 18, 2016 -- Tenego Partnering today announced that it will proudly host, on the 14th of April at 4PM GMT, its first Fireside Chat focused on International companies interested in expanding and growing their business base in the European marketplace. Neil Hoey, Tenego Ireland'...

22-03-2016

Krypto-Trojaner Locky wütet in Deutschland

Locky! Nur der Name ist niedlich! Aus dem Internet droht permanente Gefahr durch Hacker oder Schadsoftware. Der Trojaner Locky gehört hierbei sicherlich zu den derzeit heftigsten Bedrohungen. Zunächst wird Locky als Worddatei im Anhang einer E-Mail per E-Mail übertragen. Sobald ein Anwender, die vermeintliche Rechnung öffnet, werden die Dateien alle erreichbaren Datenträger verschlüsselt. Das betrifft auch ange...

01-03-2016

Hacker Attacks, Ransomware, Trojans and Viruses - German Healthcare Industry under Massive Attack

The healthcare industry is ranked in the top 5 industries of medical identities becoming more and more lucrative on the black market. Cyber criminals have sophisticated intrusion ways against healthcare organisations leaving them exposed to the most advanced persistent threats. But how can it happen to you? Take a look at Locky for example. What a cute name for a dangerous threat. Camouflaged as Invoice or other 'important' document this new v...

29-02-2016

7 Great Lessons Cycling Taught Me About Business

Firstly, despite what my family say, I'm not obsessed with cycling. I've got it under control! :) Thanks to friends for getting me started with a charity cycle from Paris to Nice in 2013, where I took on to raise funds for cancer research. This was a 6-day awaking, a great life changing cycling event 740 km through France, with some nice hill climbs. From there I caught the bug and kept it going. I became a cyclist. You might be wondering w...

17-02-2016

Video + Q&A - How Technology Companies Can Do Business in Germany

Dermot Carberry, Global Network Director, Tenego Partnering interviews Christoph Klecker of Tenego Partnering Germany. 1) Christoph, you have over 24 years' experience of business development in the Germany market, can you give me a brief overview of your experience and skills? I have been part of a lot of German start-ups or sales organisations of international companies from various countries in the world. Companies from the US such a...

13-01-2016

5 Lessons Learned Recruiting My First Sales Partners in Germany

In the early days of Tenego, a new client was seeking to expand into Germany. The company was an annual turnover and had a strong specialist enterprise solution into the corporate sector. Germany was a strong market in their target sector. Month 1 is Tenego's Partner Type Selection, from which we had the target partner type prioritised and profiled, the capabilities required and proposed partner structure. AND we also had a Partner Fit Evaluat...

13-01-2016

5 Steps to Clarity in building your Sales Channels

'There's gold in them there hills!' is an old movie quote that comes to mind when coming across the loose objectives and blind acceptance of the lack of clarity on sales partner objectives. Another acceptance, that is now well out of date, is the famous John Wannamaker quote 'Half the money I spend on advertising is wasted; the trouble is I don't know which half.' We all must learn from the people who have gone before you and thus there is ...

11-12-2015

[Video] Business Growth & ISA Awards Q&A with Bill Walsh , CEO Aspire Technology

Donagh Kiernan CEO & Founder, Tenego Partnering interviewed Bill Walsh of Aspire Technology a previous winner of the ISA awards. Donagh asked Bill for some tips on growing his business over the last year. See video below. Watch Tenego's webinar recording the Key Factors affecting the Pace of Your Sales Channel Revenue Growth...

02-12-2015

[Video] Business Growth & ISA Awards Q&A with John O' Brien, CEO S3 Group

Donagh Kiernan CEO & Founder, Tenego Partnering interviewed John O'Brien of S3 Group a previous winner of the ISA awards. Donagh asked John for some tips on growing his business over the last year. See video below. Watch Tenego's webinar recording the Key Factors affecting the Pace of Your Sales Channel Revenue Growth...

19-11-2015

Business Growth & ISA Awards Q&A + Podcast with Alan Coleman, CEO BriteBill

  [audio src='http://www.tenegopartnering.com/wp-content/uploads/2015/11/Edited-Interview-with-Award-winning-BriteBill-CEO-Alan-Coleman.mp3' ][/audio] Donagh Kiernan CEO & Founder, Tenego Partnering interviewed Alan Coleman of BriteBill a previous winner of the ISA association awards. Donagh asked Alan for some tips on growing his business over the last year. What do BriteBill do? BriteBill transforms the way service provide...

18-11-2015

5 Reasons A Technology Company Should Consider Australia other than Kylie Minogue (Tech Sales and Sales Channels)

Australia is famous for many things including its Rugby team (World Cup 2015 finalists), Beer Commercials, Barbeques, Kangaroos, some bad TV shows that produced some great actors and some great musicians, like INXS and Kylie Minogue. FromTenego's recent webinar, we highlighted the opportunities and challenges for tech companies in entering the Australian market. But before you decide on Australia, you should have a clear market selection an...

12-11-2015

Tenego Germany Adds 5 Locations Across DACH Region

Tenego Partnering, a specialist for alliances and partnerships, gains another specialist for the expansion of its global distribution network. Agreements were recently signed with 4alliances GmbH, a sub company of ADVASO GmbH (both headquartered near Zurich). With those agreements, 4alliances GmbH is granted exclusive rights for the German, Austrian and Swiss markets. With 4alliances GmbH, Tenego Partnering has access to a highly qualified te...

12-11-2015

The Top 5 factors Affecting a Tech Company's Pace of Sales Channel Success

Whether you are hardware or software company with business models varying from initial licence with implementation and/or annual support services, SaaS recurring revenue model with no services revenue or some mix of these models, you all seek scalability and exponential growth. Scalability: You want exponential sales revenue growth and linear costs growth. Every day and almost every conversation in my business day is related to challenge of sc...

10-11-2015

Das britische Silikon Valley floriert - Partnerschaften als Eintrittskarten zu internationalen Märkten

Wie Sie vom Wachstum britischer Firmen profitieren kännen? Silicon Valley in Kalifornien, USA steht als Synonym für Innovation und überdurchschnittliches Wachstum von IT- und Technologieunternehmen, Venture Capital-Firmen oder High-Tech-Konzernen. Der Mythos, dass das Silicon Valley der einzige Ort ist, an dem Start-Ups fast wie aus dem Nichts zu marktbestimmenden Unternehmen wachsen kännen, ist ungebrochen. Aber stimmt das noch so? ...

03-11-2015

5 Reasons A Technology Company Shouldn't Enter The USA Market

This article is focussed on UK technology companies and also relevant for European companies considering the US market. In contrast to our upcoming live training session on '5 Great Markets and 5 Fast Growth Steps for UK Tech Companies Live Training, 5th November, 15.30 GMT(not the markets you might think)', why might an obvious market like the USA not be one of these 5. I believe it was Jim Rohn who said something like 'Take care following...

28-10-2015

UK Technologie-Unternehmen, wenn Sie Internationalise ?

We are all formed by our challenges and our environments while building innovative software and technology businesses. We are in turn challenging to reform our environments. To quote George Bernard Shaw; 'The reasonable man adapts himself to the world; the unreasonable one persists in trying to adapt the world to himself. Therefore all progress depends on the unreasonable man'. When starting a technology business in a small local market, as in...

19-10-2015

UK Technology Companies, When Do You Internationalise?

We are all formed by our challenges and our environments while building innovative software and technology businesses. We are in turn challenging to reform our environments. To quote George Bernard Shaw; 'The reasonable man adapts himself to the world; the unreasonable one persists in trying to adapt the world to himself. Therefore all progress depends on the unreasonable man'. When starting a technology business in a small local market, as in...

13-10-2015

Top 2 factors Greek Technology Companies Should Be Considering

Just like all businesses, the Greek Technology companies are facing a multitude of challenges in Greece: growing uncertainty about the future of the economy, shrinking their domestic (home) market, fiercer competition, need to reach out to new markets and the increasing demand for access to capital, to name a few. Allow me to divide Greek technology companies into 3 categories: Those that already have an international presence, they have busine...

15-09-2015

Tenego Are A Proud Sponsor Of The Irish Software Awards 2015

The Irish Software Association Awards 2015 is now open for entries. The awards ceremony will take place in the Double Tree by Hilton in Dublin (formerly the Burlington) on Friday 20th November. Irish software and digital technology companies should submit their free entry by Wednesday 30th September. The ISA Awards celebrate companies which have achieved exceptional success, developed innovative technologies and achieved significant sales res...

14-09-2015

Tenego Welcomes Sydney Based Brian O'Doherty

Tenego Partnering are delighted to announce the establishment of Tenego Sydney as part of Tenego's growing Global Network. Extending their team Sales As A Service joins Tenego Global Partnering. Tenego Sydney under the leadership of Brian O'Doherty will now assist us in providing international sales channel development services to technology companies based in the Australia / New Zealand. Our proven methodology and approach has successful dev...

09-09-2015

Tenego Will Assist UK Technology Companies Expand Into New Markets

Tenego Partnering are delighted to announce the establishment of Tenego London as part of Tenego's growing Global Network. Extending their team, Anoop Nathwani joins Tenego Global Partnering. Tenego London will now assist us in developing international sales channel development services to technology companies based in the UK. Our proven methodology and approach has successfully developed partner recruitment and partner management for technology ...

21-08-2015

How Fast Can your Tech Company Grow and What you Think you Know - Sales Channel Growth Predictor

I met with a client and friend for a coffee recently. This CEO was explaining that 75% of their revenues are recurring and with a steady per annum growth adding minimal costs. The focus now is on accelerating revenue growth while optimising customer acquisition costs. This is a fantastic achievement in any company. This is difficult to attain, takes much time and much testing to get to this position. I have written many times on the pace at wh...

13-08-2015

The Top 5 factors Affecting a Tech Company's Pace of Sales Channel Success

Whether you are hardware or software company with business models varying from initial licence with implementation and/or annual support services, SaaS recurring revenue model with no services revenue or some mix of these models, you all seek scalability and exponential growth. Scalability: You want exponential sales revenue growth and linear costs growth. Every day and almost every conversation in my business day is related to challenge of sc...

04-08-2015

4 Tips for Generating Business through Sales Channel Partners for a Fraction of Direct Sales Costs

It's not magic, its common sense, to generate business you need to get the attention of customers and convince them your product can solve their needs. This simple sentence carries great challenges of so many varieties for most companies when it comes to direct sales costs. Those on top of their markets will have answers on hand to these questions: How many potential customers exist for your company with the target markets? How do you know ...

21-07-2015

Tenego Establishes Presence on the East Coast of North America

Tenego Partnering are delighted to announce the establishment of Tenego Florida as part of Tenego's growing Global Network. Extending their team, Nicholas Emanuel Jr joins Tenego Global Partnering with an excellent career history in Corporate Strategy, Sales & Marketing in the Technology sector having worked with companies such as IBM and Hitachi. Tenego Florida will now assist us in developing international sales channel development services ...

16-06-2015

5 Challenges of Sales Forecasting with Sales Channel Partners

  Your partners likely don't have a fixed sales cycle length: They may not execute according to your defined sales process at the same pace as your direct team or with the same steady commitment with other duties. Your partners and distributors represent many businesses. They could be selling hundreds of products to a wide range of customers. Quite simply, they just can't create accurate forecasts down to the decimal point for every c...

10-06-2015

Tenego Hires New CEO of Tenego Ireland

Neil Hoey has joined Tenego as CEO for Tenego Partnering in Ireland and is responsible for successfully delivering scalable revenue growth to Tenego Partnering's Irish customer base. Neil will be based in Tenego's new office, The Digital Hub, Dublin. Neil has over 18 years of experience in sales operations and management, business alliances, channel recruitment and execution, sales strategy and SaaS, after leading channel sales for highly suc...

28-05-2015

Top Tips on Awarding Exclusivity to a Sales Partner

Best Business Practices Frustration Ever see a company blindly awarding or refusing Exclusivity to a Sales Partner If you want an instant heated and strong opinion then just ask a business leader on whether they would award exclusivity to a reseller. Mostly they would have a flat no way or not a hope. The response is not a rational one. Business leaders hold strong opinions about exclusivity when forming partnerships, but often don't fully ...

27-04-2015

10 Tips on getting your Sales Channel Partners to Sell your Product - Part 2

Following on from part 1. See 5 more points below on how you can get your sales channel partners to sell your product. 1 Incentives/Rewards When engaging a sales partner, in the partner fit evaluation you should learn about the products the partner is selling, the deal sizes, how the company makes money and how sales team is incentivised. If winning business with your product is more difficult, are you providing sufficient rewards to get t...

22-04-2015

10 Tips on Getting your Sales Channel Partners to Sell your Product - Part 1

Many years ago a friend explained the term 'Barney Partner'. This is where a sales channel partner is secured, signed and a fanfare of PR is used to announce the partnership between the companies, but then the partnership doesn't produce any customers. It wasn't intended to be a barney partnership. The agreement and announcement was made with great hope of what might be achieved in the market with the two companies, but 'hope' is not a word you s...

17-04-2015

Guest Post: SaaS Marketing is About Promises, Not Products

If you're a software-as-a-service (SaaS) marketer and you think you're marketing a product, think again. What you're really marketing are promises. You're promising to customers that you'll deliver value over the life of the subscription. Though part of that value includes making available a certain set of functionality on day one - features to track a sales pipeline, manage inventory, handle HR, etc. - it goes way beyond that. You are ...

15-04-2015

Take Advantage Of The 5 Step Transition Challenge: Direct To Expandable Growth With Sales Channel Partners

The 5 Step Transition Challenge: 100% Direct to Expandable growth with Sales Channel Partners How do you transition from predominantly direct sales to being committed to growing through sales channel when you must meet your quarterly sales targets? Dilemma: Should you be Strategic or Tactical with Sales Channel Partners? And what does this mean? In Tenego, we work with many great software companies that are growing strongly to become establ...

30-03-2015

The Need for and the Challenges with the Cookie-Cutter in Sales Channel Development

In a discussion with a client this morning, we were discussing the process, learnings and scalability aspects in developing their international market growth. With successfully on-boarding a partner in Australia, the plan was then to take these learnings into numerous new markets with different types of partners. Business simply cannot scale effectively without clearly defined business process across the key business functions; marketing, sales,...

26-02-2015

8 Top Tips for Doing Business in China for Software Companies (Excerpt From Report)

This is an excerpt from Tenego's Market Entry China Report When doing business in China, the ability to navigate cross-cultural issues is just as important as the goods and services you bring to the marketplace. This is true whether your company is just now considering the China market, recently gained its first sale or maintains an in-country presence. 1. Face/Reputation is highly important in China. Although there are obviously exception...

25-02-2015

Sales Channels; Aligning the Path to your Customers - Demand Clarity

In medieval times, science was regarded as magic, as people felt it couldn't be understood. In my early business experience, as a former deep software techie, business development and partnering couldn't be an exact science. I wrongly believed you couldn't clearly define how you map out how to get to your customers that every advertisement, PR piece, event and sales letter was a shot in the dark that by chance would produce some results. ...

18-02-2015

Sales Channel Partner, I Need To Understand Your Business To Help You Sell My Product

On a LinkedIn Group discussion earlier today participants were comparing the relationship building of Sales Channel Partners to Life Partners, ie: wives/husbands/girlfriends/boyfriends etc. I regularly compare recruiting partners to recruiting a key role into your management team. Great Understanding is needed right from the start and very rarely do relationships build quickly. It's a step-by-step exercise build trust and progress at each step. ...

28-01-2015

Tenego Athens, growing Tenego's Global Network for internationalising Software Companies

Tenego Partnering are delighted to announce the establishment of Tenego Athens as part of Tenego's growing Global Network. Angelo Dimarakis and Dimitris Georgopoulos, Athens, Greece have extensive knowledge of the full spectrum of ICT services across sectors and experience in areas across Eastern Europe, Middle East & Africa. With Tenego Athens, Greece; Tenego now has the ability to expand its international sales channel development services t...

28-01-2015

SaaS Buyers Are Quick To Buy

Most SaaS buyers make their purchase decision quickly. When they need a solution, they do some online research, maybe ask a colleague, try the solution or watch a demo, and then buy. The whole process might take a few days, maybe a few hours. There's no long, drawn out sales engagements, RFIs and RFPs, head-to-head 'bake-offs,' contract negotiations, blah, blah, blah. Customers find it, they see it, they like it, they buy it. Done. ...

17-12-2014

The Parameters of Negotiation (Excerpt from Partner Negotiations Lean Sales Channel Development Whitepaper)

This is an excerpt from 'Partner Negotiations Lean Sales Channel Development' Whitepaper. Click here to receive the whitepaper Summary % Partner Sales Commissions/Discount on Initial Licence Fees Number of Years in Recurring Fees for Partner Sales Commissions/Discount (if a recurring licence model) % Partner Sales Commissions/Discount on Services to Vendor % Partner Sales Commissions/Discount on Annual Maintenance (on ILF model) % amo...

11-12-2014

For Trade Sale or International Sales - Sales Channel Partners

In many client projects in building international sales channels we are working directly with the CEO, Owners and/or Founders. In these cases we like to understand the goals over the coming years. Yes; to build sales, build markets, build customer base, etc, but, if the company is seeking a possible trade sale within a period of time it is good to know this as this may influence the selection of partners they want to approach. I have experienc...

03-12-2014

Market Selection and Prioritisation for Sales Channel Partnering

International market selection and prioritisation is all about opportunity assessment in your different markets. Market selection analysis depends mostly (and traditionally) on political and macroeconomic factors and even places where you have been and who you know, but fails to take into account of where the best opportunities exist and future financial potential. International Market Selection Tips and Recommendations Here are some recomm...

26-11-2014

7 Points for Global Niches and Tier 1s, How Can Sales Channel Partners Help

Some industries are so niche that the number of target customers around the world can be less than 500; that may turn out to be less than 5 or 10 in target prominent markets. Eg: Telecoms Operators, Tier 1 Pharma, Tier 1 Banking and Tier 1 in many sectors. A simple rule: When the number of target customers is small, you must be closer to the prospect; better relationships and better information on their needs and where they are on their buying...

26-11-2014

Are you too Busy Selling to think about Sales Channel Partners? (5 Inadequate Sales Excuses)

'I was too busy fighting off the alligators; I forgot I was supposed to be draining the swamp!' 'I'm too busy cutting down trees, to take timeto sharpen the saw!' 'I'm too busy fighting off the enemy to consider your new-fangled Gatling Gun!' If you are too busy to invest in your future sales opportunities and building sales channels to add more revenues sources and markets, your situation will at best stay the same or more likely diminish qui...

05-11-2014

Sales Planning for Next Year - Direct and Sales Channel Partners

It is that time of year again, into Q4 and as well as meet your targets for the quarter and the year you must complete your planning for your upcoming year. In many conversations over the years with Tech CEOs and Execs of companies of all sizes and technology types, planning for next year can be complex but the basics are simple. 1) How much total revenue do you want to achieve next year? Whether you are setting your targets from a revenue ...

22-10-2014

Wasting Time and Effort With a Sales Partner? 4 Ways to Identify and Get the Best Sales Partners

There's almost nothing worse than a poor-fit partnership. A good sales partner has the potential to drive revenue, market reach and profit margins. But a bad sales partner can cost you more than just these lost benefits. The Best Sales Partner Fit:Your organisation will waste a lot of time and resources trying to make a poor-fit partner into a good-fit partner. It's possible to learn from your mistakes, and make a better choice the next time. ...

15-10-2014

For Sales Channel Partners Negotiations, The Best Prepared Wins - Start Here

Reduce Investment, Reduce Risk or offer more Rewards From a Software Vendor's point of view, the challenge is what provides sufficient proposition and incentive for a sales channel partner to work on a shared revenue basis only. The more mature reseller / system integrator companies have defined evaluation processes in deciding what products they should sell. For your company, how do you get the best, not the biggest, to sell your product? ...

09-10-2014

6 Items you Need to know to Plan and Forecast Revenues Through Sales Channel Partners

In speaking recently to a VP of Sales of a moderately sized public quoted tech company outlined some of the challenges their company had in forecasting sales revenues through their sales channel partners. Sales Channels delivered almost 50% of their revenues but poor accuracy of the forecast was causing difficulties mostly unique to a publicly quoted company. The lack of visibility and control of the sales channels was making life difficult for t...

19-09-2014

Can Having Too Many Sales Channel Partners Devalue Your Brand?

The value in your brand in how much the market perceives your company's reputation and how well you can solve their needs, based on your stated customer value proposition. Equally it must be taken into account the value perceived by your potential sales channel partners and how well you stated partner value proposition. A long list of sales channel partners can be a great thing for business The more sales channel partners a business has, th...

09-09-2014

Your First Market Visit is Potential Customer Visits with your New Sales Channel Partner

Consider these 3 points in New Market Entry in working with Sales Channel Partners: 1)You are Travelling too Much and too Soon 2)Your international market expansion plans are more cloudy than clarity 3)Your execution plan is too costly and based too much on personal judgement rather than proven methodologies Travel and Management Time Costs are too high in Sales Channel Development I do like travelling and seeing fabulous locations aro...

28-08-2014

Top 5 Barriers to Sales Channel Partner Market Engagement

I hear many times about sales channel partners that didn't work and within a short conversation it becomes clear why. It's always easier after the fact to determine what went wrong, but it is also easier to point out the lessons learned and how the wasted time could have been prevented. Like in everything in business it takes time and effort to make things work and bluebirds with overnight successes make great stories because they are unusual ...

29-07-2014

Great Products Need The Right Channels To Market

I would like to introduce a guest author, Siobhan Maughan of IntegratedThinking, who brings a great depth of knowledge and experience in effective Product Management functions within Software Companies. Product Management has a responsibility on how the market engages with the software company's product, from customers back through the sales channels and every touch-point to improve the experience and value at each point. So the needs of Sales Ch...

17-07-2014

Has the Bottleneck Moved for Growing Irish Software Companies?

This article takes a look between the lines and behind the numbers of the recently published ISA DTI (Irish Software Association Digital Technology Index in association with Tenego Partnering) There are different views in what's the single greatest bottleneck for growth for the Irish Software Industry: Funding: Seed and Early Stage Funding leading onto larger investment rounds Leadership Capability: the aspirations and leadership skills of ...

08-07-2014

4 Reasons Why Your Company Should Consider Selling through Sales Channel Partners

John Paul Getty said "I'd rather have 1% of the effort of 100 men than 100% of my own effort." If a company can benefit from mutual cooperation with others then why would a company not consider working with sales channel partners?The key question is whether the payoff for your company and the partner is sufficient and mutual cooperation can be achieved. Can a partner bring sufficient benefit and is there enough in the deal to share? Some so...

01-07-2014

The 5 T's of Exclusive & Non-Exclusive Sales Channel Partners

Why is Partner Exclusivity such an emotive subject? It must be that there are too many stories of where it went horribly wrong, because such exclusivity can be abused or full of unfulfilled expectations. It doesn't have to be this way. Business is about relationships. So when software companies decide whether to enter an exclusive or non-exclusive contract with a sales channel partner, several key issues must be addressed to ensure all sides o...

24-06-2014

5 Points of Getting 20% More Revenues from your Partner Channels

Do any of all of the following describe your company? You typically secured or recruited partners through meetings at trade shows, people approaching you with an interest or through connections or introductions in the market Some of the partners you chose to go with only produce one or a very small number of opportunities at the start and they died away slowly You have some partners that are highly proactive, some that are very slow with occ...

13-06-2014

5 Tips on Non-Exclusive Reseller Partner Agreements

Best Business Practices Frustration Ever see a company blindly awarding or refusing Exclusivity to a Reseller Partner If you want an instant heated and strong opinion then just ask a business leader on whether they would award exclusivity to a reseller partner. Mostly they would have a flat no way or not a hope. The response is not a rational one. Business leaders hold strong opinions about exclusivity when forming partnerships, but often d...

23-05-2014

To Have a Sales Partner: Yes/No? - Impulsive Versus Deliberate Decisions

Best Business Practice Frustration: Ever see a company with a sales partner in a far off market with only one customer opportunity? In growing up in the social scene in Ireland dances, discos and night clubs were the main event when it came to meeting your potential partner in life. As with all of us, I'm sure, you had your specification of requirements in mind what you would like. Forgive me for not outlining my requirements here. You even ma...

16-05-2014

Planning Ahead: When To Form Sales Channel Partnerships?

Sales Channel Partnerships When Dropbox partnered with Samsung in 2012, there was little doubt that the relationship had potential to greatly expand the reach of online storage providers. After all, according to Bloomberg Businessweek, the South Korean-based Samsung led the smartphone market, having sold 44.5 million handsets in the first quarter (compared to 35.1 million sold by Apple, according to market researcher Strategy Analytics). Ye...

08-05-2014

Tenego Partnering Announce Plans to be a Global Organisation and Tenego Basingstoke, UK Office

We are delighted to announce Robin Vann is to head up Tenego's UK office as part of Tenego's growing global network. Robin Vann CEO of Our Cloud Ltd has joined Tenego's Global Network to operate a Tenego Partnering office in the Greater London area. Robin has extensive experience in the software sector working with companies such as Trend Micro and BT and has held senior positions in these companies on an international basis. 'Robin brings ...

02-05-2014

Sales Growth and International Market Entry has Changed - Stop Thinking Traditionally

Sales Growth and International Market Entry Every CEO and business manager is seeking sure-fire ways of developing their business. If there is so much business experience in the world then why is there not more success with new businesses coming through? There are so many anecdotes and individual points of view to international business success depending on the specific knowledge and experience of the advisor. It must be noted, that when ta...

02-04-2014

Market Entry Europe for US based Software Companies

Market Entry Europe - How To Quickly Enter New Markets With your company growing across the US and maybe in some international markets, you now want to start pushing into other developed markets. Many US companies make the grave mistake of thinking that what works in America will work internationally and also that Europe is a single market. Be careful with this thinking. Europe is not a single market and the cultural difference across the c...

06-03-2014

Strategic Alliances Have Become a Key Part of the Exit Process. ( Mergers & Acquisitions)

Mergers & Acquisitions: Better to be bought than sold Any decent Investment Banker or M&A Adviser will tell you that it is better to be bought rather than sold. By that, I mean that in the ideal world a Company will receive an unsolicited offer, which will put them in an excellent negotiating position. However the vast majority of Technology Companies are sold, not bought, so it is really important that the Company adopts the right commercial ...

27-02-2014

Tenego Partnering Appoint CTO: Gordon Murray, Murrion Software to Lead Expansion Development

Tenego Partnering an international sales channel development execution services company for established companies with its headquarters in the National Software Centre, Cork has announced the appointment of Gordon Murray to the position of CTO. Tenego Partnering is currently expanding internationally through growing its Global Network Partner Programme opening Tenego offices in every key technology market globally and growing the support team ...

17-02-2014

Competing with Goliaths in Sales Channel Development

As in the story of David and Goliath, unexpected odds can lead to surprising success. How can the 'Davids' of the business world secure partner commitment when competing with the 'Goliaths' such as IBM and Microsoft in sales channel development? I recently attended Malcolm Gladwell speaking on the topic of his new book 'David and Goliath', a very fantastic story teller with deep insight and a very interesting read as always. This article is dr...

13-02-2014

DeliberateCEO Mastermind Group- What Do You Want and What Are You Waiting For?

This weekend DeliberateCEO will be doing things differently in bringing the group together for the weekend for each participant to present their 5 Year Goals and 6 Month Milestones. 5 Year Goals - DeliberateCEO Mastermind Group The 5 Year Goals exercise is very important to frame your on-going activities. Don't get stuck on not being able to see the path to each goal. Picture the end goal as it has happened and you will always seek to find ...

31-01-2014

How Sales Channels Grow the Shareholder Value of Your Business

Increasing Market Reach, Market Potential Sales Channel increase Shareholder Value When it comes to setting up a successful business model, it's important to find the right strategy that works to increase your business value. Having a good market reach and using effective sales channels to access your customers more efficiently and innovatively not only bodes for healthy revenues, but it also helps to foster good customer relationships and str...

30-01-2014

How to Build your Sales Organisation and Hire the Best - Guest Post

How to Build a Team who are Better than You - Tips Spread the Net Wider and Screen Better when building your Sales Organisation People not CVs - Don't screen the best candidates out of the process because of small issues on CV. If they fit the profile broadly, include them and meet them. Initial screening need only be 30 minutes. Sales success in a comparable business - this is the closest thing to guaranteed success so analyse and dig d...

23-01-2014

7 Points on Achieving Sales Channel Partners Engagement

There are too many signed sales channel partner agreements that lead to nowhere, little action and no results. There is too much time and money spent preparing and negotiating enormous legal contracts and not enough on the market engagement. There are too many reasons to delay talking to potential customers and being justified as planning, market research and risk mitigation. There are too many vendors and sales channel partners who think they ha...

16-01-2014

Should you Have Tiered Sales Partner Programmes? - Channel Sales Partners

Why are other companies creating sales channel partnership programmes? How does this improve channel sales partner relationships? And what impact will these programmes have on sales partner engagement for technology partners? Tiered Sales Channel Partner Programmes The mounting frustrations from low-opportunity sales partners only interested in using the vendor resources with little or no ROI prompted international software companies to imp...

09-01-2014

6 Reasons Why a Sales Channel Partner May Not be Working

"Sales Channel Partnering doesn't work for our company", I hear it many times. What has caused so many people to have this view? What traumatic experience would instill such a strong belief to never try partnering again or to be so sceptical? I read once that 70% of business decisions are wrong, but the good leaders change their decisions quickly and adjust course. If you feel your sales channel partner or channel alliance partner is not wo...

02-01-2014

How to Set Your Five-Year Goals & Objectives - DeliberateCEO

Recently at a DeliberateCEO group, we discussed the effort, and the outcome of one participant (let's call him Ken for our purposes) put into his 5-Year Goals exercise. Ken remarked that since doing the exercise, his plans for the coming months has changed, his view and approach to his work has changed. AND Ken was already regarded as a very smart and effective CEO. The 5-Year Goal exercise is for everyone who wants to be master of their own dest...

17-12-2013

Tenego Partnering Appoints New Board of Director for Global Expansion

Anthony O'Mara, Managing Director of VoxPro, Cork based provider of customer service and technical support outsourced operations and formerly Global Head of Business Operations with Trend Micro, a publicly quoted global IT Security software company has joined the board of Tenego Partnering. Tenego Partnering has ambitions to be a global organisation with offices in every key technology market around the world enabling and managing sales channe...

06-12-2013

7 Key Points in Introducing Sales Channels into Direct Sales Organisations

Successful growing software product companies, who have grown through direct sales engagement with the market who are now seeking more scalable growth, begin to focus on sales partners to accelerate their growth and reach new markets. These growing, and likely international, companies typically possess clear marketing messages, effective lead generation campaigns, clear sales metrics and a well-managed sales engine that delivers results in a s...

22-11-2013

Irish Software Awards - Great Night for the Software Industry

This year proved to be biggest to date for the 35th Irish Software Awards last Friday night, with over 65 applications received, 40 companies short-listed, and 450 attendees for the ceremony. Tenego were proud sponsors once again of the 'Emerging Company of the Year award' which went to Aspire Technology. The Digital Technology Company of the Year award went to S3 Group, while Incaplex CEO Sean Baker was named Person of the Year. Announcing th...

22-11-2013

DeliberateCEO Guest Speaker: Paul Hands, Founder of QUMAS

Paul Hands; founder and former CEO of QUMAS will guest speak at DeliberateCEO,Cork Tech Meeting on Tuesday, 12th November. Topic: Think Big in Growing your Business Paul Hands is a serial entrepreneur with more than 30 years' experience in the technology and business sector. He is recognised for an outstanding mix of strategic vision, global management skills and the proven ability to scale a business across several continents. Paul has suc...

06-11-2013

Paris2Nice 2013 Charity Cycle - 550k Raised - Done and Dusted (till next year)

I am writing this email on the flight home from Nice, along with a number of fellow Paris2Nice participants. Everyone's legs are sore and bodies tired. There is a tremendous sense of achievement for what has been completed over the past week. It's difficult to explain, unless you've done something like this, what it is like to be completely worn out from days of hard cycling and then to get up the next day again and work harder than you have done...

24-10-2013

DeliberateCEO Guest Speaker - Andrew Keogh

Andrew Keogh will guest speak at DeliberateCEO Dublin Tech meeting this Monday, 14th October . Topic: Pitching, Value Proposition and Sales Presentations From working with tech founders, promoters, CEOs and sales professionals Andrew will give his advice and guidance on effective sales pitching, creating an effective value proposition and delivering successful sales presentations. Andrew has been an entrepreneur & sales professional for ...

11-10-2013

DeliberateCEO Guest Speaker: James Kett CEO at VoiceSage

James Kett will guest speak at DeliberateCEO, Cork Tech Meeting on Monday, 7th October. Topic: 'Building a Disruptive Technology Business' James more known as 'JJ' will talk about: What it takes to break into a market with very large competitors and win How to disrupt the current structure of the market competing with and replacing older methods of solving customer needs with innovative technology solutions and services JJ is the foun...

01-10-2013

The Cause, The Challenge and Your Help

Time is getting close. I have handed over my bike to be shipped to Paris. We're starting the Paris to Nice (www.Paris2Nice.com) cycle Saturday 28th. The Cause: I am one the Daffodils Group seeking to raise €125,000 to build an Irish Cancer Society Daffodils Centre at St Vincent's Hospital in Dublin, providing information and support to cancer suffers and their families. My Target: with pledges, I have currently raised close to €...

24-09-2013

Should you have Sales Channel Partner Supports like IBM?

IBM recently announced that the IBM Systems & Technology Group is changing its sales model from a mixed direct sales and channel sales model to a co-sell model where all sales would be channel sales. In your international business strategy and channel management plans every company needs to be clear on the key capabilities required in a sales channel partner. Then they need to decide on how to surround the partners' key capabilities with the s...

24-09-2013

Irish Tech Companies of

I am writing this on a flight from Warsaw to London returning from a good few days with a client and their new partners in the Polish market. It was a good few days with good people working very well together for mutual benefit. Firstly, Tenego Partnering are proud to be supporting the Irish Software Association's Digital Technology Index (ISA DTI). The first ISA DTI Report was released last week (mid August'13) and can be downloaded from the ...

10-09-2013

Overcoming the Challenges Facing Growing Early Stage Software Companies

Attending the Dublin's Dockland Innovation Park Awards and PubSummit in Cork recently, anyone would plainly see that the Irish tech start-up scene is buzzing with great activity and fantastic energy. These are only two examples of many such events across the country, with nearly 20 support programmes to help start-ups - some of which supported by Government through Enterprise Ireland. This is not the full picture, however, as this may only repres...

29-08-2013

We're Building our Business to Sell Within 3 Years - Insights inside DeliberateCEO

Whether driven by personal goals or investor objectives to get a return on their investments, having defined milestones definitely helps the focus in getting relevant things done. We had 2 speakers present at the DeliberateCEO, Cork & Dublin meeting on 'Building a Business to Exit' recently and with two very different, approaches and business types but they had a similar message. A friend, and one of Ireland's most successful tech CEOs and invest...

23-08-2013

Customer Funds is Better than Investors - Insights Inside DeliberateCEO

We had a very positive change of plans for one of our DeliberateCEO Participant CEOs recently. Our DeliberateCEO participant was getting ready to start raising investment to fund growth. With already a growing number of very happy corporate customers in their Cloud-based, SaaS model business, the CEO was looking to change the charge model and push on the company's growth. To fund this growth the immediate thought was to seek investment. BUT...

15-08-2013

Pat Lynch: Entrepeneur, Compliance and Risks, Omnivend, You Get it Back, DeliberateCEO Guest Speaker

Pat Lynch , Founder & CEO, Stock Market Training Ltd, You Get it Back Ltd, Finance Director,Compliance and Risks will present at this months, DeliberateCEO, Cork tech meeting. Topic: Focus on Core Value to Build your Business Pat Lynch is a Cork based Entrepreneur and business owner. Pat founded award winning Microtech Cleanroom Services in 1998 which he sold to National Linen in 2001. He previously worked as Finance Director and controller...

12-08-2013

Anne O'Leary: will speak at this months DeliberateCEO

Anne O'Leary: Executive Chair of KineMatik, Chair: Incident of Control Room and Ex- Founder and CEO of CADCO will speak at this months DeliberateCEO, Cork meeting. This Months Topic: 'Sales Analytics, Management, Forecasting AND Go To Market Strategy' Anne will share her experience in being thorough in your Sales Management, in understanding where you really are and how to forecast your revenues effectively. Anne will also share her experi...

12-07-2013

Paddy Holahan: Technology Entrepreneur, Experienced Executive, Angel Investor, Board Director

Topic: 'Scalability, The Sales Organisation and Selling to US Market' Paddy will share his experiences in what is takes to build a high growth sales focussed scalable business with a particular focus on the US Market at the DeliberateCEO, Dublin meeting in July. Paddy Holahan is an experienced manager, technology entrepreneur and angel investor. In 2002, he founded NewBay which grew to become the leader in cloud digital lifestyle solutions ...

01-07-2013

Business Execution and Brutal Focus - Shemas Eivers - DeliberateCEO Guest Speaker

Shemas Eivers, Managing Partner, Avnet Technical Solution will to speak at this months, Deliberate Cork meeting. Topic: 'Business Execution and Brutal Focus' Shemas will share his experience in building and selling two software companies, what it takes to get results and how to focus on what will make a difference in building your business. Shemas has a very practical and direct style in getting things done and will discuss his approach...

21-06-2013

Scalability and the Team - Declan Kavanagh - DeliberateCEO Guest Speaker

Declan Kavanagh, Founder of The Expert Clinic and Previous CEO of Insight Test Services and Sogeti will speak at this month's Dublin DeliberateCEO meeting. This months topic: Scalability and the Team. Declan will share his experience in building scaleable businesses and building his teams to suit. Declan will share how he built and managed businesses of 100's of people both within large corporations and his own startup companies. Declan ...

18-06-2013

What's Your Sales Channel Product Pricing Policy?

This is part 1 of a series of articles on Partner Commissions and general financial matters in relation to selling with or through partners of various types. In this article we will be discussing some different approaches to Pricing Policies with partners depending on how much control you wish to place over what partners are allowed to do in their markets. To work with reseller sales channels you need to have defined pricing on your product...

17-06-2013

Learn How to Calculate Commissions & Identify Sales Channel and Negotiations - Webinar

In this webinar: Donagh Kiernan, Founder & CEO of Tenego Partnering discusses the following: • How to determine your standard partner commission for different types of partners depending on how much they are helping you in your sales process • Different types of partners: Affiliates, Referrals, Sales Agents, Resellers, Sales and Implementation Partner or OEM / Bundle Solution Partner • Calculate the partner commission...

06-06-2013

Learn to Partner Just Like you Learned How to Sell

Every growing company has to learn how to sell. In building a business every company has to: Learn what the customer really wants and really understand their needs Learn what types of customers you should be selling to Learn how best to sell to them and develop your company's sales process and capabilities to suit Change and shape to determine what best fits the market how to best meet the needs of the market. These are obvious point...

29-05-2013

Sales Partner Channel Development London Workshop- June 26th

The Intellect UK / Tenego Channel Development programme is an initial half day workshop with 1-1 follow-up sessions. The workshop provides participants with the tools to determine how their company can Determine Suitable Partner Types to assist in selling their products and also how to carry out Partner Recruitment to secure relevant partners. A follow-up 1-to-1 session with each participating company is also provided to assist the companie...

24-05-2013

Building A Business To Exit- Kevin Haverty- DeliberateCEO Speaker

Kevin Haverty, Principle of Kevin Haverty Associates will speak at this months DeliberateCEO Tech Mastermind Dublin meeting. Topic of discussion: 'Building a Business to Exit' Kevin will share his experience in building Mentec, successfully completing 3 acquisitions and then selling the business to Calyx in 2008. Kevin will discuss how the team planned their exit, how it transpired and afterwards working with the acquiring company. Kevin...

17-05-2013

Slowed Business Growth - Lifestyle OR STUCK? - DeliberateCEO

I had a good discussion recently with a veteran tech-CEO on why companies only grow so far and then seem to stall. The following outlined some of the key points we discussed, with much overlap in the points: 1) Inability of the CEO/Founder to delegate If you think short-term, this will never change. If you think that with every task you can get it done faster, then you will never hand over responsibility for someone else to build a capab...

16-05-2013

Sales Channel Partner Engagement: Staging to Success

When planning your Partner Engagement with new Sales Channel Partners do you assume: a) That technology product fit is the greatest challenge b) That the partner's implementation capabilities is essential c) That the target partner's sales people are sufficient in selling your product with a short training programme d) That the target partner should bend-over backwards to meet your targets in the market e) That the target sal...

16-05-2013

Cash: from Customers OR Investors? - DeliberateCEO

With a great tech business in the making and the on-going stretching ofresources to meet your targets, will your Cashflow forecasts bear true or will cash start to get tight later in the year? How accurate are your sales forecasts? Will that big deal come through and lift your business to the next level that will fund your growth? Do you curb investment in your product and the development of your business to manage at your current growth...

12-05-2013

Building a Business to Exit - John Collins InnovateOut - DeliberateCEO Speaker

John Collins, Partner at InnovateOut will speak at this months DeliberateCEO Tech Mastermind Dublin meeting. Topic of discussion: 'Building a Business to Exit' John will share his experience in building Original Solutions that sold to Perot Systems in 2008. John will discuss their plans, how the exit transpired and afterwards working with the acquiring company. About John: John has a 30 year track record in successfully building, lead...

07-05-2013

Business and Sales Execution - Kevin O'Leary QUMAS - DeliberateCEO Speaker

Kevin O'Leary from QUMAS will guest speak at the DeliberateCEO Tech Mastermind group meeting: Monday, May 20th in Cork. The topic of discussion is: 'Business & Sales Execution' Kevin will share his experience and challenges in building a business and an effective sales organisation in selling solutions across the world through a direct sales team and sales channels. About Kevin Kevin was instrumental in the launch of QUMAS in 1994 and m...

07-05-2013

Responsibility Always Exceeds Authority - DeliberateCEO

In business, individuals are not successful in themselves, Teams are successful and as the leaders you are an important part of that team. You are the person responsible for bringing the right people together and make a successful team. You are the person responsible for making changes to that team to make it work. These decisions may not be easy to make or to execute and you need to be strong and firm in these actions. How can you be certain all...

01-05-2013

What Seems Easy About Sales Partner Channel Development

Enthusiasm and Can-Do attitude is great in everything and as I always say, 'it takes a great amount of naivety to start any new venture'. And then with experience the learning experience can be accelerated to get the end goal more quickly. When my son Ross was 11 years old, he was playing Rugby with the local Cork Constitution Club. A great club with a great tradition of producing world class Rugby players. Rugby wasn't his game though; he did...

30-04-2013

Hitting Hard at Tech CEO Challenges (DeliberateCEO)

DeliberateCEO is going from strength to strength, with a highly effective Dublin Group and Cork Group operating. The groups are bound by one goal; to grow their businesses and meet all challenges head-on in driving this growth in their businesses. With different past experiences, capabilities, perspectives and personalities the discussions are challenging and found to be extremely valuable to all concerned. Some examples of the topics and c...

23-04-2013

The Parallels: Sales Partner Recruitment and Staff Recruitment

Consider the process when a company is hiring a new member of staff. The detailed Job Description is completed defined according to what the company needs and role requires. The company has a clear picture on where in their entire business process where the new employee will fit. There are many aspects considered and fantastic scientific procedures have being developed and many books written about this difficult task. How does the recruitment...

22-04-2013

Tenego Secures Agreement With UK Technology Trade Association - Intellect UK

Tenego Partnering are glad to announce its agreement with Intellect UK, to deliver Sales Channel Development to its broad UK membership. This continues Tenego's plans in expanding their presence in providing internationalisation services to the UK based software companies. Intellect UK are the trade association for UK technology industry. They provide support for technology SMEs, professionalism certification (BPC), Public policy development, ...

10-04-2013

One Sales Organisation- Direct and Partners

Continuing the discussion from Growth, Business Process and Bottlenecks, no business can scale without good business processes. These must include efficient and scalable sales and delivery processes. What these processes look like are very particular to your type of business. How scalable is your business process? Where are your bottlenecks for growth? Do you want more leads? Do you want more qualified leads? Does your business place too...

29-03-2013

The Curse of the Single Opportunity Partner

When hiring a new key staff member into your company, you define a job specification outlining their responsibilities and duties i.e you know what you want them to do in the operations of the business. Appointing a new effective Sales Channel Partner requires a similar process.You must have clarity around the criteria that define the partner and a clear understanding of what you want them to do for your company. Many young companies, when appr...

25-03-2013

Cash: from Customers OR Investors? - DeliberateCEO

With a great tech business in the making and the on-going stretching of resources to meet your targets, will your Cashflow forecasts bear true or will cash start to get tight later in the year? How accurate are your sales forecasts? • Will that that big deal come through and lift your business to the next level that will fund your growth? • Do you curb investment in your product and the development of your business to manage at...

21-03-2013

'Face Reality, but who's Reality?' - DeliberateCEO

The definition of Reality: if you stop believing in it, it's still there. If your company deserves success then you can't depend on luck. You can't just take a shot and see how it goes. If you're facing difficult times or taking on a great challenge in growing your business, you must face realities and then plan to deal with these realities if you're to have the best chance of success. As CEO of a growing company, don't suffer from an is...

12-03-2013

'Sometimes I get so Impatient' - DeliberateCEO Group

To start any new venture requires a great amount of naivety, be cause if we knew all the hurdles you would have to cross and the challenges along the way you may not have started in the first place. BUT of course you are glad you did start and persevere to progress to something better. Maybe :) Do you find that sometimes you can get very impatient at the work required to drive new initiatives and to meet the success it deserves; where many ...

07-03-2013

Ireland's Startup Scene is Buzzing

It was great to attend the Enterprise Ireland's High Potential Start-Up Showcase in Dublin today. With 142 companies exhibiting their solutions, technologies, products and concepts it was great to see the buzzing scene and the capabilities coming through. Along side the exhibition, panel discussions were being held and ably facilitated by Paul Hayes of BeachHut. The topics discussed were winning reference customers, funding, partnering and recr...

06-03-2013

Why Review What Products You Should Sell

Are you selling to decision makers who are excellent in putting you into an Apples-for-Apples comparison ? Do you look the same as everyone else with price being the main differentiator? Move your company up the value chain ! Sell to meet a Decision Maker's business needs ! Are you in a highly competitive almost box-shifting like business where your customer service or competitive advantage is not enough anymore? Move away from price sensit...

15-02-2013

The Deliberate CEO

Tenego's DeliberateCEO Group launched, March 2013 in Dublin. The first meeting for Cork Deliberate is scheduled for Monday April 15th. Deliberate CEO Group is a facilitated Mastermind Group of Software CEOs. Tenego bring together a group, maximum 8, of like-minded people to create a support group focusing on helping each person develop and grow their businesses. What is a Deliberate CEO? 'A Deliberate CEO acts with full consciousness of th...

15-02-2013

Optimise Focus and Sales Resources for Growing Companies

You know what it's like. You've caught the wave. Your business has latched on to a customer type and a market need for which you have a compelling software solution. You're selling well and are in a hurry to sell more, but you're stretched for resources. In the early stages you probably went to meet every possible customer but realised very quickly that you wasted your time talking to companies who weren't ready to buy. You may have taken ever...

29-01-2013

Sales Revenue Growth: Difficult Balance Short and Medium Term Goals

If you're the CEO of an established and growing software company, you have a strong customer base and well established product suite and a well-functioning sales organisation within your business. Your company has proven it can sell and has grown accordingly over the past years. In a predominantly direct sales approach to new markets, you have invested heavily to broaden your market reach into multiple time-zones, east and west. The multiple vent...

29-01-2013

Top Partnerships Increase Revenue and Accelerate Growth

On the 9 th of November the Irish Software Association held their annual awards ceremony, recognising the finest achievements in the Irish Software sector. One of these categories was Most Successful Partnership; this model has now been recognised as a formidable path to success. It has been said that a compromise is where both parties lose, however a partnership is where both parties win.The companies nominated utilised their symbiotic relations...

25-11-2012

The 7 Obvious-Why's: a Company would be Your Sales Channel Partner

Picture this scenario: You want to be taken into the city and there are no taxis or busses. You call a number of people to ask if they will take you there and offer to pay them. They're busy, so: • Some may decide it's simply not worth their while, with more important things to do • Some may decide to drop everything and take you for the extra cash, if it's enough cash • Some may be going into the city anyway and make ext...

19-09-2012

The Top 7 What Now's After Gaining Channel Partner Interest

Like a dog chasing a car, do you know what to do with a partner once you get one interested? Having a partner interested is not enough. There are many things to be considered. A partner may bring new market opportunities for you, but how do you make the best of it, or even getting started, as cost effectively as possible. In this article, I'm assuming that: • You are ready to tackle the market and able to respond to the market opportun...

16-08-2012

Partners: Aligning Sales Focus, Revenue Growth and Exit Strategies

Focus and Practical Experience I'm a firm believer in focus. It may look like a market presents much opportunity but there is much noise. The clear argument for focus is optimising your time, and money, to learn and progress your growth plans to meet your objectives. Experience brings faster more deliberate results, bringing practical straight line approaches to attain objectives. With greater experience comes greater simplicity and practic...

11-07-2012

5 Points on Getting 20% More Revenues from your Partner Channels

Do any of all of the following describe your company? • Your company has a number of sales partners reselling and/or implementing your product in various regions around the world. • You typically secured or recruited these partners through meetings at trade shows, people approaching you with an interest or through connections or introductions in the market. • In hindsight you probably spent too much time and effort assessin...

18-04-2012

Market Entry Strategy - The EcoSystem Approach

For more information on 'Market Entry Strategy - The EcoSystem Approach', Tenego Partnering will be hosting a FREE webinar on March 20th as well as an Enterprise Ireland workshop on April 11th in Dublin. Take a look before you take a jump. Understanding your market is essential in determining how best to enter a new market: • Is it a viable market? • How many potential customers exist in the market? • Are the concerns and ...

15-03-2012

Sales Partners: Not a Question of Direct vs Indirect

For more information on direct or indirect selling is right for your company, contact us on info@tenegopartnering.com In developing and growing your business the constant question is how you effectively lift the business to its next stage as cost effectively as possible. • What are your barriers for growth? • What are the bottlenecks in your business process that is slowing your revenue growth? • In your business proces...

08-02-2012

The Partners you already have...

For information on how to review your current partners, contact us today at newsletter@tenegopartnering.com In building your company and growing your company's revenues you have built up a number of partners to work with you as referral, agent, reseller or OEM / White Label partners. You may have spent a great amount of time defining your partner programme, documentation, training materials and getting the partners up to speed. After all th...

30-01-2012

Partnering: No Gifts, Everything is Earned here

For advice on how your business can benefit from partnering, contact us today at newsletter@tenegopartnering.com There are many great partnering stories and why they worked but there are many more that didn't work. So why do partnerships fail even when so many things were right from the start? Some recent comments about ailing partnership activities and why with a little more thought and effort they could have really worked: 1) 'We signe...

19-12-2011

Partnering Practicalities and COP ON!

Firstly, if you are not 100% up to speed with Irish slang, here is a definition of 'cop on'! On the topic of building international partner networks, the following are a brief summation of some of the discussions with tech CEO's over the past number of weeks on the topic of what is required to make partnering work for their companies. Some Perceptions: - Will the partner take us seriously? we are not Microsoft, Oracle or Cisco' - We s...

12-10-2011

Introducing Tenego Partnering, the new brand of Maidsfield Associates

Check out our new beta website at www.tenegopartnering.com We are delighted to announce the re-naming and re-branding of Maidsfield Associates to Tenego Partnering. The reason for the re-brand is to improve our name and messaging to better represent what Tenego Partnering delivers for our clients. We are very much a sales driven organisation and we have a 'hands-on' approach to increasing our clients' international sales through partners. ...

01-09-2011

How can Partners Accelerate your Business?

When you're ready to accelerate your business growth, then accelerate through partnering. A simple concept: there are businesses operating in your target market with relationships with your target customers, who possess the right capabilities to assist you selling to your products. Then the fastest way to bring your product to the market is to identify these companies who have the right relationships and the right capabilities and work with...

01-09-2011

Being Ready to Partner - What it Takes

Do you think partnering is about signing an agreement, provide some training, handing over your product and waiting for your monthly payments.... I grossly disagree with this approach, no matter what you're selling. We can't wait for business to come to us, we need to understand how best help our partners to sell for both our gain. Being ready to partner is about a few business basics; a compelling customer value proposition, knowing how to se...

01-09-2011

The 'Right' Sales Partner is better than Many Sales Partners

'We have tried to work with Implementers before, but it didn't seem to work!' Management Information Systems Software Company. 'We have a desk full of 20 page legally proficient partner agreements but only one partner is selling, sometimes!' Security Software Company. Do these statements ring any bells? These are statements that we hear often, along with 'we see the advantages of partnering, but selling direct seems to be the only way we ha...

13-07-2011

Making It Easier For Your Sales Partners To Sell

To find out how to optimise the relationship with your partners, contact us at info@tenegopartnering.com Sales people want to sell and bring benefit to their customers and meet their objectives and make money for their companies and themselves. In the situation where the sales person has a portfolio of products to sell, it is only natural they will sell most of what is easiest to sell. For those products that they are not selling, they may sta...

15-04-2011

Partnering as an Exit Strategy

In a time when Santa is working hard to give us what we deserve, or at least what we want, what do you ultimately want for your business; A success, a sale, an exit, a trade sale, a strategic acquisition at a great valuation above the normal market valuations. How can Santa bring you this prize or how do you go make it happen yourself? Keeping it simplistic; a company partners with another company to deliver better or more value for their clie...

14-12-2010

Partnering Story: Helix Health

Leading Irish Healthcare Software Provider, entering new market region and seeking strong regional partners in the Middle East. Client, Sectors and Market Regions Helix Health is the leading provider of healthcare software in Ireland with solutions for Primary Care Centres, Retail Pharmacy, Hospital Pharmacy and more. Helix Health's Objectives With plans already underway to launch in the UK market, Helix Health sought to enter the Middle ...

08-12-2010

Sales Partnering in a Service Business

In a service business you are selling time and capabilities to provide your clients with a solution to a need they have. Small or large there are number of different service business models. Examples of Technical Services businesses are as follows: 1) Consulting, typically charging on an hourly or daily rate or on a project fixed prices 2) Managed Services, charged on a work volume metrics eg: number of Desktop PCs to maintain 3) ...

20-10-2010

How do you know what your partnering strategy is?

"What you want and how are you going to get it?" There are many things to think about when you're considering how your business can build effective strategic partnerships, sales channels or sales-side partnerships of any kind. So if partners can play or are playing a part in your business growth, there a quite a number of fundamentals that will makes the whole process work more seamlessly and effectively generating sales for your business. ...

10-09-2010

Corporate Partnering in a SaaS business

What type of partnerships suit a Software-as-a-Service (SaaS) business? End-users would always love to pay on a drip-feed-as-value-gained basis. It eliminates risk and spreads much of the costs over the value period. SaaS preaches this message. There are many advantages to SaaS businesses, but years on we're still learning to balance the business' cash requirements and customer charge models. There are many variant hybrid models floating bet...

18-08-2009

Irish Software Internationalisation

With Ireland being such a small market, many start-up software companies start with internationalisation in their plans. Many make moves internationally too soon or with too little knowledge and experience of making their business a success in their initial markets. I'm not referring to any lack of business knowledge or experience of the management team, but to the fact that it takes time for businesses to learn what really works for the busi...

21-07-2009

Technology Companies Partnering for Sales

As a technically strong company eager to sell internationally, is your biggest market far away with many hard-to-open doors to break in to a lucrative market? Would a corporate partner who has access to your target customer base be of value to your organization? Who are these partners and how do you effectively get a relationship working? Ireland has produced many strong technical companies. When you meet an Irish technology entrepreneur, noti...

10-02-2009