Channel Marketer Report

ChannelViews

5 Steps To Dynamic And Executable Partner Plans

By Mike Ruff, Associate, CTX Resources   When times are tough and resources are thin, leveraging channel relationships is often a force multiplier. But engaging with a partner in a joint business development initiative can be a minefield of shattered expectations for both vendor and partner. According to Ian MacMillan, Wharton Professor of Innovation and […]

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ChannelViews: 5 Tips for Spring Cleaning Your Partner Program

 By Erich Flynn, CEO, TreeHouse Interactive Now that the new year is in full swing, it’s a good time to look at your partner program and make adjustments. Whether you do it now or later, you should review your program at least once per year. Here are some review items to get you started.

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ChannelViews: Channel Incentives In An Evolving Landscape

By Tracy Delphia, Senior Marketing Analyst and Vaughn Aust, VP, Client Solutions, hawkeye Like most ecosystems, the channel is continuing its evolution to adapt to a changing environment.  The Great Recession, which started around 2008, punctuated channel change and quickly drove adoption of Software-as-a-Service and created quite a cloudy outlook for the channel.  We are […]

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ChannelViews: Three Ways To Get What You Need From Vendors

By Ed Thompson, Director of Demand Generation, The Pedowitz Group Editor’s Note: Due to a special arrangement with CRN, Channel Marketer Report is publishing a recent article from the site, written by Ed Thompson of the Pedowitz Group. Talk to any vendor/OEM that depends upon driving revenue from a partner ecosystem and they’ll likely mention […]

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ChannelViews: How to Align Marketing and Sales to Grow Existing Accounts & Drive Revenue: Process Makes Perfect

By Ed Thompson, Director of Demand Generation, The Pedowitz Group Editor’s Note: Due to a special arrangement with CRN, Channel Marketer Report is publishing a recent article from the site, written by Ed Thompson of the Pedowitz Group. Most B2B sales environments, both reseller and direct, are comprised of two sales organizations; one lands the […]

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ChannelViews: What’s Going To Keep You Up At Night In 2012?

By Craig DeWolf, VP, Strategic Development, CCI Normally I like to start these entries on a positive note, though this title seems ominous for channel marketers. But there is a positive spin: The good news is that if none of the items listed below will keep you up at night, then you can consider yourself […]

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ChannelViews: Social Media Strategy Helps VAR Gain Traction in Web 2.0 World

By John Pruban, President, tekservePOS BtoB companies are researching and evaluating prospective solution providers in a whole new way due to the collaborative environment fostered by Web 2.0 technologies. Although sophisticated social media strategies are typically reserved for larger businesses looking to increase mindshare among consumers, the need for consistent social media content and expertise […]

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ChannelViews: Partner Value Propositions

By Erich Flynn, CEO, TreeHouse Interactive Every partner program is different, with each market having different things channel partners value. Channel managers have the job of finding out what partners value and what they don’t. What doesn’t change is unless you have a value proposition, partners will not seek you out or remain partners for […]

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ChannelViews: Social Media Goes Mainstream for Channel Marketers

By Lindsay Taitel, Marketing Communications Program Manager, eCoast For even the largest global corporations, social media is now an essential part of brand recognition, customer relationship building, employee relations, sophisticated marketing campaigns, and buzz building. Today, social media is being used to sell enterprise IT products and services just as effectively as it is being […]

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ChannelViews: How To Reach And Influence End-Users By Socially-Enabling Your Channel Partners

By Olivier Choron, Founder and CEO, purechannelapps Social media has truly broken down communication barriers to offer a liquidity of information exchange unlike any other medium. But how can this often unruly medium be harnessed by resellers and vendors to its best advantage? If your organization uses a tiered route to market – be it […]

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