Thoughts For IT Channel Partner Business Leaders
The more we invest in growing our people, the more we are investing in our organisation's ability to grow.
'When we're looking to improve our IT Channel Partner Business, I think a good place to start is to consider and, where necessary, take action in these six areas:
-- Firstly, the clarity and appropriateness of our offer in the context of the markets we serve and the resources, both operational and financial, available to us. We don't want to be stretched too thin or applying our efforts in areas that don't suit us or our configuration well.
-- Secondly, the quality of our customer base, paying particular attention to their ability and willingness to pay for what it is we have to offer. The better the quality of our customer base the stronger our business.
-- Thirdly, the environment we have designed, consciously or otherwise, for our people. A good question to ask and to listen carefully and take positive steps in response to is "are we as a team, are we as an individual, easy to work with and easy to work for?"
-- Fourthly, the business and people acumen of each member of our management team. The more adept our leaders are in these areas the likelier they'll set a positive, collaborative and commercial tone for their respective teams and make good decisions.
-- Fifthly, the confidence, consciousness and capability of our sales professionals to engage on a business level with business leaders and other budget holders. The more of an asset our people are to our customers the likelier we succeed.
-- Sixthly, the confidence, consciousness and capability of our non-sales customer facing professionals in building strong productive relationships both externally and internally. The closer we collaborate the stronger our bonds.'
- Rob Evans, Founder Of Outperformance Highway
Outperformance Highway serves as a hub of online programmes and reflection tools developed based on Rob's extensive real world operational experiences in B2B environments, mostly in the IT channel, to help you in the areas identified above and that are quick and easy for individuals to enrol in, digest and complete.
'Rob has packaged his experience and research into a well thought out framework'
- Lynn Murphy, Chief Executive Officer at Plugable Technologies
'I would thoroughly recommend Rob's courses. He is a very successful and astute business leader with a wealth of experience to share.'
- Mark Graham, CIO at The Counselling Foundation
'It's all substance and no fluff drawn from his extensive and multifaceted career in the corporate world'
- Yvonne Chin Irving, Executive Director & Communication Consultant at CET
'Not only is Rob incredibly insightful and knowledgeable, he is a genuine person'
- Gary Lomas, Sales Director at Onnec Group
'I am a huge fan of Rob and encourage you to check this out'
- Gahn Lane, Vice President Global Channel Partners And Alliances at Pindrop
'Fantastic Practical Learning Experience'
- Mevin Anenden, Senior Client Manager at Logicalis
'I now have a clearer understanding of the big picture'
- Chris Griffiths, Marketing Director at Travel A La Carte Ltd
'Plenty of food for thought'
- Ian Edwards, Business Manager at The Westgrove Group
'Rich content!'
- Ernesto Schlesinger, Founder Partner at Jequitiba Investimentos
'Great session Rob. The ability to simplify and make sense of our complex and uncertain world is vital for leaders. Thank you.'
- Bob Morton, Past President at World Federation Of People Management Associations (WFPMA)
Twelve Ideas For Helping You As An IT Channel Partner Business Leader
The Twelve Ideas are set out in detail further down this page and may be summarised as follows:
Ideas One and Two Help Sales Professionals Experiences giving sales professionals the confidence, impetus and tools to engage effectively with 'The Business' at prospects, customers and internally.
Ideas Three to Six Help Technical And Operations Teams Experiences enhancing the commercial acumen of pre and post sales technical and customer facing operations professionals and giving them the impetus and confidence to consciously deepen relationships with customers.
Ideas Seven and Eight Help Services And Other Department Leaders Experiences geared to provoking thought and sharing ideas to inspire and equip services and other department leaders to adopt an enhanced conscious, curious, commercial, customer and team oriented outlook in their work.
Ideas Nine and Ten Help IT Leaders Experiences developed for individuals in a CTO, CIO, CISO, Head Of IT or other Technology Leader role. They are crafted to provoke thought and share operational perspectives and are available for internal consumption or as content for events and engagement with partners or end users.
Ideas Eleven and Twelve Help Founders Experiences developed for founders operating in the channel and serving as opportunities to objectively stand back and look at the business and to better understand the lens through which a potential investor or buyer may ultimately evaluate their business. Again these can serve as content for internal or external events and engagement.
'The more commercially helpful our engagement with our customers, the more invested our customers become in our relationship'
- Rob Evans
My work is available to augment your work in programmes and talks that are thought provoking, easy to fit within busy schedules and focused on execution. The talks and programmes are not meant to replace any of what you already do with your channel but to complement your work.
Programmes are mobile enabled, self paced and punchy. There is a short free programme available for you at the top of this page designed to provoke thought, share ideas and give you a flavour for the various programmes referred elsewhere on this page.
Talks are delivered at events, within management meeting discussions, at breakfast sessions or at lunch & learns as required.
The Twelve Ideas follow in detail.
'Fantastic Practical Learning Experience'
- Mevin Anenden, Senior Client Manager
Introducing Ideas One And Two
Helping Sales Professionals Engage With 'The Business'
Our success is contingent upon the success of our people. The more confident, commercially capable and emotionally intelligent sales professionals are, the likelier they deliver for us.
Ideas One and Two are both geared towards giving sales professionals confidence, tools and the impetus to engage with prospects and clients on a business level. They each provide an experienced business leader's perspective on what's required to build relationships with and ultimately sell to the business leaders that have the power to allocate and approve budget.
Idea Two: A Talk Inspiring And Guiding An Audience Of Direct Sales Professionals To Engage Proactively And Effectively With 'The Business'
The talk title is 'They hold the budget and you hold the quota, how do you bridge the two?'
The talk description is 'How do we inspire others’ confidence in us? To sell to ‘the business’ we need to think like a business leader. How consciously do we build credibility and trust? The more confident we feel the more proactively we are able to act. The more we know the more confident we feel. How do we set about knowing what we don’t know? And what does effective relationship building with a business leader look like over time? This talk provides you with perspectives.'
During this talk audience members will:
> gain a business leader perspective of what’s required to sell to business leaders
> learn a simple method for consciously building business leader relationships
> reflect on & be given impetus & confidence in their engagement with business leaders
'Outperformance is never a fluke. When you work operationally with and within a large number of businesses, and evaluate many others commercially, as I have done, you begin to see recurrent patterns. I've also studied sports teams that punch above their weight and its clear to me that successful teams and individuals share recurrent ingredients, unsuccessful scenarios corroborate this too. The recipe for outperformance is unique to each situation yet, in my experience, when we dig deeper we find much commonality.'
- Rob Evans
Introducing Ideas Three To Six
Enhancing The Business Acumen Of Pre And Post Sales Technical And Operations Professionals
Ideas Three, Four, Five and Six are for technical pre-sales , technical post-sales, data specialists, business analysts, services consultants, operations team members and other non-sales customer facing professionals. Many organisations overlook that these individuals naturally engage with customers on a day to day basis and are often well placed to deepen relationships with customers and potentially encounter and develop new mutually beneficial business opportunities outside of a typical sales setting.
Programmes and talks are geared towards equipping professionals with straightforward tools for operating with enhanced commercial acumen, more confident conscious customer relationship building and a better understanding of customer environments and business dynamics such that they are more likely to deliver business outcomes and identify and develop commercial opportunities when they arise.
'Our technical ability is generally taken as a given. The way we differentiate ourselves as a professional is in our ability to deliver business value.'
- Rob Evans
'The more we invest in our people, the more invested our people become in our success.'
- Rob Evans
Idea Six: A Talk That Inspires And Guides An Audience Of Services, Operations And Other Non Sales Customer Facing Professionals Towards Being More Commercially Oriented
This talk is relevant if it would help to have others, outside of sales that interact with customers, being more alert to possible opportunities.
The talk title is 'Steering your career along the road ahead, how to stand out in the future of work.'
The talk description is 'We don’t know what the future holds. We do have some clues. It’s a time of great challenge. And great opportunity. We need to navigate our career whatever the circumstances. And in our role naturally we engage day to day directly with customers. This puts us in a strong position to deliver tremendous value to our organisation. What do we focus on? What mindsets do we adopt? How do we operate? This talk provides you with a framework to stand the test of the most testing of times.'
During this talk audience members will:
> be inspired to consciously & proactively develop relationships and explore opportunities to find and help win business
> learn tools to help them become more commercial in outlook
> reflect on their contribution to the organisation beyond their direct role responsibilities
Introducing Ideas Seven And Eight
Helping Services And Other Department Leaders Operate With Enhanced Business, Customer And Team Acumen
Ideas Seven and Eight are both geared towards provoking thought and sharing ideas to inspire and guide Services, Operations and Other Department Leaders to adopt an enhanced conscious, curious, commercial and customer oriented outlook in their work.
Both the talk and the programme introduce PPMCLeadership™️, a framework Department Leaders may choose to adopt to help them consciously develop the environment they create for their team and to help them identify areas to enhance their contributions to the various teams of which they are a part. The programme also serves as a tool for guided reflection.
Role specific versions of the Department Leader programme exist for Chief Operating Officers, Finance Leaders, Human Resource Leaders, Learning Leaders and IT Leaders.
Idea Eight: A Talk Inspiring And Guiding An Audience Of Leaders Of Services And Other Departments In How To Run Their Function With A Business And Customer Mindset
The talk title is 'Your department is a business, do you run it as such?'
The talk description is: 'Today more than ever before, because of a convergence of global shifts, technological developments and cultural trends, there is a unique opportunity for those of us in leadership positions to have a hugely positive demonstrable impact on the organisations and people we serve. You need to deliver results and reinvention in parallel. That applies to both your business and your team. How do you effectively set about delivering what you need to deliver whilst at the same time delivering value beyond what's expected? This talk provides some perspectives.'
During this talk audience members will:
> reflect on their current operating realities & priorities
> learn a straightforward lens & framework for consciously developing their function
> reflect on the contribution they deliver to their colleagues & wider organisation
'Having knowledge we've acquired, methods we can draw from and encouragement we've received gives us the confidence and impetus to move beyond our comfort zone. When we move beyond our comfort zone we expand not only our possibilities but also those of the organisations we serve, being both our employer and our customers.'
- Rob Evans
Introducing Ideas Nine And Ten
Improving The Effectiveness With Which Technology Leaders Operate Their 'Business Within A Business'
Ideas Nine and Ten have been developed for individuals in a CTO, CIO, CISO, Head Of IT or other technology leader role. Both ideas are geared towards provoking thought and sharing ideas to inspire and guide Technology Function Leaders to reflect and to evolve a conscious, curious, commercial and customer outlook.
Both the talk and the programme introduce PPMCLeadership™️, a framework Leaders may choose to adopt to help them consciously develop the environment they create for their team and to help them identify areas to enhance their contributions to the various teams of which they are a part. The framework provides the structure for this tool for sharing ideas and for guided reflection.
The experiences are available for internal consumption or as content for events and engagement with partners or end users.
Idea Ten: A Talk Inspiring And Guiding An Audience Of Channel Partner Or End User Technology Leaders To Add Even More Value In Their Role
The talk title is 'Your department is a business, do you run it as such?'
The talk description is: 'Today more than ever before, because of a convergence of global shifts, technological developments and cultural trends, there is a unique opportunity for those of us in leadership positions to have a hugely positive demonstrable impact on the organisations and people we serve. You need to deliver results and reinvention in parallel. That applies to both your business and your team. How do you effectively set about delivering what you need to deliver whilst at the same time delivering value beyond what's expected? This talk provides some perspectives.'
During this talk audience members will:
> reflect on their current operating realities & priorities
> learn a straightforward lens & framework for consciously developing their function
> reflect on the contribution they deliver to their colleagues & wider organisation
Introducing Ideas Eleven And Twelve
Providing Channel Leaders With An Opportunity For Big Picture Reflection
Ideas Eleven and Twelve are geared towards the big picture in which you, your wider organisation and your most senior colleagues all operate. You conduct your work as a Channel Leader in a wider context that shapes both the nature of your role and your ability to move your business forward.
Presented here are opportunities for guided reflection, thought provocation and the sharing of pragmatic ideas, models and frameworks for partner business founders operating in the channel. The content also includes perspectives on the inner workings of business acquisition and sale transactions developed for founders seeking to scale their business and for those operating with a view to an ultimate exit.
'CEO's rarely create the time and space for reflection but as Rob points out, we operate in a very dynamic world where this is more necessary than ever. This is a very engaging and thought provoking way to help you along the journey.'
- Lynn Murphy, Chief Executive Officer
Idea Twelve: A Thought Provoking Talk Inspiring An Audience Of Channel Partner Founders To Reflect On Their Business And Sharing How Potential Acquirers Commercially Evaluate Businesses
The talk title is 'How to build a business others are inclined to buy.'
The talk description is 'The acquirer doesn’t see our business as we see it. They see it through their own lens. How attractive is our business to a buyer? How do buyers set about assessing a potential acquisition? What don’t we know that we might want to know long before we begin a business sale process? And what if we build for years with an exit in mind then discover no buyer can be found or no deal can be completed? Rob has been engaged in over 50 actual and potential acquisitions, mostly in the channel, across the world and provides some perspectives.'
During this talk the audience members will:
> reflect on their business today & their decisions on current priorities
> gain a business buyer perspective on common pitfalls that impact founders
> learn a straightforward lens & framework for consciously developing their organisation
Highly Experienced International Business Executive
Real World Operational Focus
Rob's content, insights and methodologies encapsulate the lessons of over three decades of international business experience and related research, observation and reflection.
In a rich and varied international business career Rob has been:
- Operationally engaged with over 150 businesses around the world
- Closely involved in over 50 actual or potential acquisition transactions
- A part of a senior management team that grew a South African domestic business into a dual listed technology group employing over 8,500 people and operating in over 80 countries
- Nominated for the South Africa CFO Of The Year Award when serving as Chief Financial Officer of a $6.5 Bn turnover group
'When I needed career advice at a major career junction, I turned to Rob for help and he quickly jumped on a call with me despite the time zone difference.
I left that call with clarity and focus.
I left that call feeling empowered, supported and super-sensible!
I left that call knowing that I just needed to make my plan and execute it.
This is how Rob helped me get to this point:
-- Firstly, Rob effortlessly sets you at ease. Simply put, he's genuinely a nice guy, and you're going to feel that humility, energy, and warmth permeating every part of the consulting call with this corporate heavyweight as he makes an authentic and kind human connection with you.
-- Secondly, he's going to ask you relevant straightforward questions about the situation that will help him draw a picture of what's happening in your career or organization, and help you be clear on what's happening in your head.
-- Thirdly, expect valuable insights as your mind opens up to opportunities where you had only seen obstacles before, and finally expect him to point you to practical, actionable next steps to move you forward.
It's all substance and no fluff drawn from his extensive and multifaceted career in the corporate world.
What amazes me about Rob is:
-- the ease with which he analyses the situation
-- the accessibility and creativity of the ideas he shares
-- the practical nature of the solutions he puts on the table
This consultancy call was time well spent. As we say in Jamaica "Big up yuhself- Rob!!!" (*** To "big up" someone is to praise or recommend somebody strongly.***)
- Yvonne Chin Irving, Executive Director & Communication Consultant at CET
'I had the pleasure of working with Rob Evans whilst at Logicalis and I can't speak more highly about him. Not only is Rob incredibly insightful and knowledgeable, he is a genuine person and great fun to be around. Love his stuff.'
- Gary Lomas, Sales Director at Onnec Group
'I am a huge fan of Rob and encourage you to check this out, he has great insights #improvedoutcomes'
- Gahn Lane, Vice President Global Channel Partners And Alliances at Pindrop
'Rob has very strong strategic and operational credentials having worked extensively around the world and held a wide range of financial, operational and M&A roles'
- Extract From Corporate Stock Exchange Announcement
'I would thoroughly recommend Rob's courses. He is a very successful and astute business leader with a wealth of experience to share.'
- Mark Graham, CIO at The Counselling Foundation
'Fantastic Practical Learning Experience'
- Mevin Anenden, Senior Client Manager at Logicalis
'All the critical issues we face in building a business are dealt with cleverly and interestingly'
- Chris Griffiths, Marketing Director at Travel A La Carte Ltd
'Rob has packaged his experience and research into a well thought out framework, delivered in an entertaining and easy to consume way'
- Lynn Murphy, Chief Executive Officer at Plugable Technologies
'Plenty of food for thought. It gets you to think of how you are running the business and gives you ways of improving'
- Ian Edwards, Business Manager at The Westgrove Group
'Loving the inspirational videos Rob!'
- Iqbal Singh Bedi, Founder Of Award Winning Intelligens Consulting
'Great Rob! Thanks to share so many content, rich content!'
- Ernesto Schlesinger, Founder Partner at Jequitiba Investimentos
'Rob Evans #Kudos. Thank you for always bringing your best self to work #InspirationalLeader.'
- Faizal Bahemia, Chief Commercial Officer at Innobox and Co-Founder of BGlam
'Liking your new venture very much and am sure will give you lots of great satisfaction helping people achieve even more'
- Subhash Ramatour, Finance Director at Macks Ltd
'Rob Evans Friday moments - genuinely some absolute gems of knowledge and tough questions to ask yourself all backgrounded by some of the most beautiful scenery on the planet'
- Chris Gabriel, Chief Strategy Officer at Sapphire Systems
'I look forward to your Question on a Friday Rob Evans'
- Gary Swale, Chief Engagement Officer at Inspirze Context Technology
'The second day of the 12 International MHRA Conference was opened with the amazing presentations by Rob Evans and Carlamaria Tiburtini.'
- Macedonian Human Resources Association (MHRA)
'Great session Rob. The ability to simplify and make sense of our complex and uncertain world is vital for leaders. Thank you.'
- Bob Morton, Past President at World Federation Of People Management Associations (WFPMA)
'Thanks to Rob Evans for being a fantastic co-panelist.'
- Carlamaria Tiburtini, Senior HRBP at Avio Aero - a GE Aviation Business
'Pleasure working with you!'
- Illya Baranyuk, Intern at MHRA
'Surrounding yourself with the people that will help push challenge and support you is so important - especially when you work on your own. Thanks for a great meeting Rob, I'm truly energised now!'
- Theresa Carnall, Marketing Coach at TBC Marketing
Curriculum For Your Short Free Programme
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Introduction
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Mindsets
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What They Need From Us
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Enquiring
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Every Day A Learning
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Terminology For Confidence
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Recurrent Challenges
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Drivers
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When It Becomes Possible
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Assessing Them
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How Does It Affect The Numbers?
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Wrap Up
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About this course
- Free
- 12 lessons
- 0.5 hours of video content
'Organisations invest much in up front recruitment and much in ongoing remuneration, yet often organisations don't invest adequately in the development of their people. This is a significant missed opportunity. Development is not only an investment in capability but also in motivation and loyalty.'
- Rob Evans