Channel Marketer Report

Special Features

Channel Marketing: Why ‘Engage and Empower’ Partner Strategies Outperform ‘Pamper and Pressure’ Tactics

By Ed Breault, VP Marketing & Industry Solutions at Aprimo If your organization has a distributed sales model, you know how integral channel partners can be to your growth and continued success. You also probably know how difficult it can be to engage and enable partners to take the actions necessary to drive that growth […]

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12 Ideas for Succeeding in a Mentoring Relationship

By Theresa Caragol, founder and CEO, Achieve Unite, and Izzy Barry, director, M&A and PMOaaS, VMware Inc. With US unemployment holding steady well-below 5%, and the number of job vacancies rising to an all-time high of 6.37 million in April, finding top-talent for channel management and marketing positions is tougher than ever. That’s why it’s increasingly […]

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Salesforce Introduces Out-of-the-Box PRM App to Accelerate Partner Program Inception and Expansion

Problem: Partner relationship management has changed. More vendors are adopting the channel as a sales strategy giving partners more choices of businesses to represent. The competition for partner mindshare cannot be won with antiquated systems that are inflexible, siloed, and not mobile-ready. Partners chose to do business with vendors who can provide an experience that makes […]

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Seven Ways Sales Incentives Are Changing

By Dan Hawtof, VP of Strategy and Solutions at Hawk Incentives Many companies use incentive programs to motivate independent channel partners such as dealers, distributors and resellers. In fact, the Incentive Federation extrapolated in its “Incentive Marketplace Estimate Research Study” that 41 percent of enterprise companies invest in channel incentives worth a total of more than […]

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Channel Account Managers Hold the Keys to the Kingdom for their Partners

By Gary Morris, CEO and Founder, Successful Channels, and Luanne Tierney, Managing Member, Fivesky Editor’s Note: Earlier this year, Gary Morris, CEO and founder of Successful Channels, and Luanne Tierney, one of the most successful Silicon Valley channel executives in the industry, collaborated on an article to show how channel vendors can better meet the […]

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Winning the Battle for MSP and MSSP Attention

By Jeffrey Mesnik, president, ContentMX Traditional channel marketing models no longer work. In the past IT departments would install pipes, wires, computers, and storage to support a corporate infrastructure. CIOs would piece together the required infrastructure based on expert opinions from channel partners representing the OEMs. Thanks in some part to vendor consolidation, a CIO […]

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Five Questions Vendors Should Ask Partners About Their Channel Program

By Heather K. Margolis, founder, Channel Maven Consulting Thanks to the Internet, cloud adoption, and changes in buyer behavior, the Channel has slowly but steadily shifted towards selling outcomes versus products. With this comes a monumental shift in vendor-partner relationships whereby partners are self-selecting relationships with anywhere from 5 to 25 vendors at any given […]

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Driving Channel Success Through Increased Partner Engagement

By Veronica Brunwin, Relayware Chief Product Officer Top channel managers are acutely aware that the Pareto Principle (often called the “80/20 rule”) applies to channel partner productivity. It’s long been known that typically 80% of business is generated by 20% of channel partners. The most obvious effects of the 80/20 rule in a channel program […]

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EveryoneSocial Delivers Platform For Employee Advocacy

EveryoneSocial is an employee enablement and social selling software designed to help employees become brand ambassadors for their companies. Features/Functions EveryoneSocial provides tools to help roll out a successful employee advocacy or social selling program, including: The ability to push content to employees; Simple, powerful social sharing tools; Web, mobile and email tools to keep employees […]

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Channel Sales and the Future of the Subscription Economy

There’s no denying that the subscription economy has been turning business on its head. According to Gartner, more that 80% of software providers will have shifted to subscription-based business models by the end of the decade. If channel sales organizations are worried that the transition to SaaS products and services will leave them behind, Jen […]

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