Vendettas are dangerous, especially in business. But when you set out to truly change and disrupt an old way of thinking – or in our case, an old way of selling – a good, solid vendetta (or arch enemy) can be a powerful and motivating tool to fulfill a mission. And boy, do I have one: PRM. Metathesiophobia Fear of change. You may not have even known there’s a word for it. I didn’t. But, I feel a little bit better now that I do. Because it makes perfect sense. Consultants have built lucrative careers on change. Businesses, frameworks, platforms, even industries have been built on the sole premise of Change Management – identifying, controlling and reducing the potential risks and impacts of change for the sake of change, oftentimes not even considering what’s changing until it’s already changed. But, when is change actually most dangerous? Well, there’s actually two factors to that answer: When it’s most needed When outsiders can benefit – financially or otherwise – by keeping things the same Unfortunately, businesses looking to accelerate growth through channel partner programs are caught in a perfect storm – in dire need of change, yet held back by legacy software companies desperately worried about losing their grip on millions in revenue tied to selling “the old way.” The Tragedy that is PRM Never sell alone. It’s a simple concept I’ve followed since I started my career in technology sales and marketing 12 years ago with Cisco where, as an Account…
Read More: My Vendetta Against PRM (and my mission to defeat it)
