We sell on price, on savings.
"That's how commodities are sold," John Pugh tells me.
We sell by replacing what they have now with something similar - but cheaper.
We push products, not solutions. (Despite the rhetoric.)
We push products that have little differentiation from the competition.
We watch our ARPU, commissions, revenue shrink.
And we wonder why.
 Waiting on the Channel
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 Where's the Margin? (Part 1)
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 Attention and Demand Deficit
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 Channel Partner Enablement Tools
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