Featured Posts
Deal Registration Best Practices: What Vendors Need To Consider
Deal registration programs can help vendors influence partner behavior, enhance collaboration, reduce channel conflict and measure partner performance. At the same time, these programs provide vendors with real-time visibility into channel pipeline. The overall value of deal registration programs is clear: 80% of channel firms say that deal registration program is critical or an important […]
Executing The Perfect Event
Despite the rise of digital marketing and engagement tactics, events still play a pivotal role in the channel ecosystem. After all, there is still tremendous value in face-to-face conversations with partners and prospects. “In-person events are still where it’s at because there’s nothing that replaces the face- to-face meeting and the warm handshake,” said Peter […]
Black Lotus Strives To Get Ahead Of The DDoS Curve
The cyberspace is continuing to evolve, and security, speed and reliability are ongoing concerns. That is why Black Lotus, a provider of Distributed Denial of Service (DDoS) solutions, is focused on building strategic relationships that offer the company new avenues to improve the customer experience. In the below Q&A, Xenophon Giannis, SVP of Sales […]
B2B Content Preferences Survey: Buyers Want Short, Visual, Mobile-Optimized Content
By Glenn Taylor, Associate Editor Editor’s Note: This article appeared previously on sister publication Demand Gen Report. B2B buyers are placing a greater emphasis on visual content throughout the purchasing lifecycle, and are accessing content much more frequently from smartphones and tablets. These trends have led to an even higher buyer reliance on content than ever […]
SiriusDecisions Summit 2014: New Frameworks For Successful Content Marketing
By Matthew McKenzie, Chief Content Officer, Content4Demand Editor’s note: This article was previously posted on Demand Gen Report, sister publication of Channel Marketer Report. In recent years, the SiriusDecisions Summit has come to define the state of the art for modern sales and marketing organizations. Part of the reason is SiriusDecisions’ ability to plug into and analyze […]
Are Channel Incentive Programs Leaving Sales On The Table?
Most vendors are falling short in their partner engagement strategies, leading to lost sales opportunities, according to research from parago, a rewards-based incentives company that designs, implements and manages programs for the channel. Specifically, lead generation and deal registration strategies are not as successful as they should be, according to respondents, because they are still […]
Progress Software Introduces New Partner Empowerment Tools
Progress Software has been committed to delivering market-leading technology innovations that empower their partners and customers to dramatically improve the development, deployment, integration and management of their business applications. With more than 2,000 partners, Progress Software’s Partner+ Program is dedicated to helping its partners turn ideas into business realities through thought leadership and technical empowerment […]
B2B Content2Conversion Preview: Content’s Impact On Engagement And Campaign Results
This year’s B2B Content2Conversion conference, slated for May 6-7 in New York City, is going to take an in-depth look at the role of content in customer engagement and driving buyers through the sales funnel. Now in its third year, the event will feature three tracks — content strategy, demand generation and sales enablement — and 30 […]
3 Steps To Successful Voice Of Partner Programs
Channel partners are central to the success of high-tech vendors, helping to generate more than a trillion dollars in annual sales. To help maximize partner relationships, and ensure partners remain loyal, vendors are implementing voice of partner (VoP) programs, which help companies collect detailed data and feedback from channel partners. However, a new study from […]
Are You Optimizing Social Media For Your Channel?
The social media space is constantly changing. Although sites such as LinkedIn, Facebook and Twitter have been recognized as valuable outlets for businesses to connect with partners and prospects, many marketers, especially in the channel, are struggling to share the right content, at the right time, with the right people. In an effort to outline […]
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