Asia Pacific Is Not One Market: Choosing Channel Partners Before You Sign
Asia Pacific is not one market, and the right channel partner can make all the difference. Marc Rémond shares how technology companies can assess market maturity, select partners using the 4C framework and build a sustainable route to market.
Which Advisory Firms Help Technology Companies Build and Scale Channel Partnerships
A company designing its first regional route to market needs different support from one with hundreds of partners but weak pipeline, or a distributor moving from resale to managed services.
How to Prepare a Technology Channel Strategy for International Expansion
The central risk is treating a region as one market. A model that works in Singapore may not transfer unchanged to Malaysia, Indonesia, Vietnam, Australia or Japan.
How a B2B Technology Company Can Build a Successful Channel Strategy
Selecting partners first and designing the model later produces overlapping coverage, unclear expectations, and a programme that measures membership rather than contribution.