Channel Sales

How to Define the Ideal Customer Profile for B2B Software

By Matt Ball ChannelCreator runs a lot of Go To Market clinics. In these clinics we speak with many start-up, growth and scale-up software companies that are engaged in outbound sales activities to their target market: We often ask the question ‘What is your ideal customer profile?’ (ICP for short), and more often than not we …

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What are the tools you need to start building a channel?

By Matt Ball A channel is often seen as a ‘nice to have’ in the world of start-ups, and understandably so. There are numerous priorities, limited resources, not enough time, and an existential need to prove the concept and establish paying customers. However, many start-ups find themselves three or more years down the road with …

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Land & Expand: Maximising results from your year 1 go-to-market budget

By Matt Ball Software companies build their products using agile, innovative software development methodologies, but this is often not reflected in their approach to business development. Here’s how to get the best from your first year go to market budget… First and foremost, go to market is about focus. Many businesses make the mistake in …

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