By Jon Whitlock, VP, B2B Marketing, Kaspersky Lab North America Partner onboarding is one of the most important steps in the channel partner-vendor relationship, and as is the case with most relationships, first impressions are everything. A poor onboarding experience can hinder a new partner’s success, make the vendor question their investment in the new […]
By Angela Zener, Radius The promise of B2B data is unbridled. Thanks to first- and third-party data sources, marketing teams know more about their prospects and leads than ever before. Predictive analytics tools introduce even more data capabilities for today’s marketing leaders. With the right tools, marketers can discover untapped market opportunities, target audiences with greater […]
Exabeam, a provider of user behavior analytics solutions, has hired channel veteran Ted Plumis as its new VP of Channel, Business and Corporate Development. Plumis joins Exabeam following news that the company has initiated reselling partnerships with Carahsoft, GuidePoint Security, Blackwood Associates and Someford Associates.
ScanSource, a distributor of automatic identification and data capture and point-of-sale solutions, has launched the ScanSource As-A-Service Suite. The new program is designed to create flexibility and enhance profitability for resellers by providing multiple service-oriented solution options.
As part of a new partnership, Telefonica Business Solutions, a provider of integrated communication solutions for B2B organizations, plans to extend MobileIron’s Enterprise Mobility Management solution to multinational and enterprise customers.
By Katie Martell, Cintell The concept of a buyer persona in the business world is nothing new. In fact, it originated in the ’90s in the world of software development. The first user persona, named Cathy, was created by famed developer Alan Cooper. The concept made its way firmly into B2B sales and marketing strategies thanks […]
The Problem: Content is the lifeblood of the sales process, but finding and using the right content for various selling situations can be difficult. As a result, many customer engagements miss the mark. This problem is exacerbated by indirect channel sales models, where partner sales reps handle products from multiple manufacturers and are loosely connected, at best, […]