Ronnell Richards

Growth-focused organizations know that scalable revenue starts with aligned, empowered partners. The Sandler Channel Sales Series provides the frameworks and tools to transform how you engage, develop, and grow your partner network. Build your channel advantage through: 💪 Stronger leadership and accountability 🎯 Smarter partner targeting and pipeline growth 📈 Coaching that drives measurable results Turn your channel into a scalable growth engine. Download the brochure to learn more: https://lnkd.in/gZedJeaX #ChannelSales #SalesLeadership

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20X in 8 years is possible. Another example of an Australian company growing 20X behind the worlds most effective Scaling Up methodology and platform. Microsoft resellers Leader Systems. 👇 #scalingup #scalingupmethodology #madetoscale

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Eight tips to help you navigate the challenges of entrepreneurship and set your business on a path to long-term success. https://zurl.co/yYwuP

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Yesterday I had the pleasure of facilitating 2 Power Circle discussions for the Channel Marketing Association sponsored by Ansira and Spur Reply on making MDF & Co-Marketing Programs easier to execute.   Market Development Funds (MDF) and co-marketing programs are designed to accelerate partner growth—but in practice, they often become slow, complex, and underutilized. The good news? Organizations that simplify execution, standardize offers, and guide partner behavior with structure are seeing stronger adoption, better performance, and more predictable outcomes. Below is a summary of the best ideas shared, and major “aha” moments from my Power Circles yesterday. Key Challenges Holding MDF Back 1. Too Much Customization Highly customized campaigns feel partner-friendly, but they often create operational drag—long approval cycles, inconsistent quality, and reporting complexity. 2. Partners Don’t Know What to Choose When MDF programs offer too many options, partners delay decisions—or don’t activate funds at all. 3. One-Size-Fits-All Doesn’t Work Top-tier strategic partners need different programs than long-tail or emerging partners. Treating them the same dilutes impact. Best Ideas for Making Co-Marketing Easier to Execute 1. Productize Instead of Customize A major insight is shifting from fully custom campaigns to productized marketing offers—repeatable, packaged solutions with clear pricing, deliverables, timelines, and expected outcomes. 2. Offer Preset Packages Instead of asking partners to design campaigns from scratch, provide preset campaign bundles. 3. Use Tiered Partner Levels to Match the Right Offer Not every partner should get the same MDF structure. Leading organizations define tier-based programs, such as: Strategic / Platinum partners → high-investment, co-planned campaigns Growth / Gold partners → semi-custom scalable packages Long-tail / Silver partners → turnkey, plug-and-play options Aha moment: MDF works best when investment level, complexity, and support scale with partner maturity and revenue potential. 4. Pilot New Offers Before Scaling Rather than launching a new MDF offer to the entire ecosystem, test it with a small group of partners first. 5. Use MDF to Change Behavior—Not Just Spend Budget The real goal of MDF isn’t just fund utilization—it’s partner behavior change. Aha moment: MDF is most powerful when it nudges partners toward smarter, more scalable growth behaviors. 6. Create Deadlines and Momentum Deadlines drive action. Time-boxed MDF offers, limited-time bonuses, and quarterly activation windows help prevent funds from sitting idle. 7. Follow a Crawl → Walk → Run Execution Model The most successful programs don’t attempt transformation overnight. They follow a phased maturity curve. The biggest shift in MDF success isn’t more funding—it’s simpler execution, smarter structure, and intentional behavior change. Big shout-out to Amy Bailey and Kathryn Rose ⭐for this awesome opportunity!

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Discover how to transform your sales team into a powerhouse of motivation and collaboration! In “9 Ways to Build a Positive Sales Culture”, author Megan Totka shares practical strategies—from hiring right to boosting self-esteem—that inspire growth, teamwork, and client trust. Read more to energize your sales success! https://shorturl.at/4aQcd

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Unlock the secrets of sales success with insights from bestselling author Justin Michael and Mr. Raw! Dive into a conversation that explores the power of human connection and innovative strategies in today's evolving sales landscape. 🔍 Discover how to leverage AI, enhance your sales techniques, and build genuine relationships that drive results. 🎧 Tune in to my latest episode of Raw Talks and transform your approach to sales. Link in first comment.

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