One of the least transparent and arguably inefficient aspects of any channel program is the hiring of a “funded head” within, for example, a distributor or top tier channel partner that is ostensibly charged with the task of advancing the…
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Category Archives: Cloud
As little as two years ago strategic planning with the typical channel partner involved maybe one or two meetings a year. An IT vendor would share their product rollout plans with key partners. Channel chiefs and the executive leadership of…
At the turn of the millennium, there were early murmurs on the potential power of developing partner ecosystems as a shiny silver bullet channel strategy. The premise was that by creating multi partner selling teams involving solution providers, integrators, consultants…
Recruiting and motivating the right channel partners is critical to running a successful channel program. No channel wheel will be oiled enough if partner recruitment and enablement is not given the necessary time and dedication. Are you aware of the…
For all the talk about the rise of the cloud and the need to adopt business models that drive recurring revenue, the fundamentals associated with achieving that goal are too often overlooked. When solution providers and channel chief gets right…
Innovation is a hard slog. In our history, people would get burned at the stake for being innovative, for challenging the status quo, for rocking the boat. Still today, scientists are anxious about publishing their work. Technology providers find it…
Cloud-based solutions for all aspects of business are here to stay and the reality is Cloud-based Solutions influence how its end users are evaluating, choosing and implementing their Corporate IT needs. Channel Partners are as important as ever. As stewards…