Channel Marketer Report

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New Buyer Journeys For Business Outcome Solutions Require Remaking The Channel

While everything old is obviously NOT new again about the solutions and services that IT buyers are seeking or the way they shop for them, channel organizations continue to struggle with same ol’ same ol’ challenges. In its 2020 State of Partnering report, PartnerPath, a consulting firm, identified six major trends that are shaking up […]

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B2BMX Speakers: Evolving Buyer Journeys, Shifting Partner GTM Plans Require New Channel Strategies

With more than 75% of commercial transactions flowing through indirect channels, few companies have the option to not focus more attention on optimizing their partner sales and marketing programs. But as channel experts stressed in the eight sessions included in the Channel Marketing agenda of last month’s B2B Marketing Exchange in Scottsdale, planning, implementing and […]

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Is Your Partner Enablement Strategy Broken? Maybe You Should Take A Seat

Maria Chien doesn’t have a reputation for pulling her punches when talking about the state of channel programs. But at the B2B Marketing Exchange at the Hyatt Regency Scottsdale, Feb. 24-26, the title of a presentation she’ll make there suggests that Chien, Forrester’s vice president, practice leader, channel marketing strategies, is taking off the gloves.. […]

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Channel Marketing Workshop, Break-out Sessions At B2B Marketing Exchange Identify New Strategies For Success In 2020s

A robust agenda of important channel management and marketing topics has been slated for the upcoming B2B Marketing Exchange (B2BMX) in Scottsdale, AZ, February 24-26, 2020. In presentations, panel discussions and workshops, the channel’s most influential thought-leaders and practitioners will explore the strategies and tactics that will boost partner program performance through the next decade. The […]

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Channel Check-Up: Don’t Give Up On These New Year Resolutions

Five strategies to kick off a new ‘roaring twenties’ By Theresa Caragol, Founder and CEO, AchieveUnite It’s happened again… with Thanksgiving, Christmas and New Year celebrations you have over indulged and are still recovering from the party hangovers (we won’t tell). The obligatory New Year resolutions have been made and no doubt include health and fitness […]

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How ASG Adjusts Channel Program To Focus Partners On Business Unit Buyers

If there’s a memo that channel leader Wayne Monk didn’t miss, it’s the one that technology buying power is shifting steadily from IT department to line-of-business decision makers. Witnessing first-hand that business unit buyers are accounting for an increasing share of sales, and expecting the trend to continue as forecast, Monk, senior vice president, global […]

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Red Hat Boosts MDF Usage With Program Management Platform And Service Support

While so many channel marketers struggle to get partners to take advantage of the market development funds (MDF) they offer, the situation at Red Hat, a leading provider of enterprise open source solutions, is substantially different. In the past two years, the number of partners that are participating in the company’s MDF program has climbed […]

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Heather K. Margolis: It’s Time To Think Differently About Partner Demand Generation

Heather K. Margolis, founder and CEO of Channel Maven, is a renowned member of the channel marketing vanguard. At companies including EMC, EqualLogic and Dell, she spearheaded initiatives that resulted in smarter channel programs. For more than a decade, Channel Maven has been a go-to provider of strategic channel marketing communications to channel and Partner […]

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To Generate Leads, Proactive Referral Partners Keep Eyes Open For Opportunities, Initiate Conversations

Recognizing that B2B buyers give more credence to comments from colleagues and peers, user reviews and third-party/analyst reports, marketers are striving to make sure that these go-to sources are more proactively making recommendations about their products and services. Rather than wait for a prospect to ask advice about a business issue or recommendation on a […]

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