Channel Marketer Report

Special Features

Hiring Channel Managers? Tech Companies Are Seeking Some Surprising Qualifications

By Michael Kelly, Director, Channel Institute Channel VPs and directors at large technology companies are re-ordering an expanded list of qualifications they’re seeking in new channel account managers (CAM). Analysis of a poll by the Channel Institute of more than 400 channel execs revealed that job applicants need more than the usual set of related […]

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ChannelChat: On the Road to Channel Enablement, ARO Discovers Partner Relationship Management

Soon after ARO, the fluid management division of Ingersoll Rand, kicked off a celebration of its 85th anniversary by revitalizing its brand, partner demand for the updated materials created an unexpected challenge. A new website was doing its duty to provide customers with the information they were seeking. But it didn’t give partners easy-access to […]

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ChannelChat: AgileField Launches Channel-First Strategy On Allbound Powered Partner Portal

When Jeff Gregorec was named EVP, Partnerships and Strategic Alliances at AgileField, a provider of field service management (FSM) solutions, he was handed a pretty full plate. The company was in the process of changing its name – it was formerly known as MobilLogix. It had a renewed focus on mid-market customers. And AgileField was […]

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There Are Two Types of CMOs When It Comes to Channel Marketing. Which Is Yours?

By Mike Moore, VP of Channel Strategy at Averetek No matter what role you hold in your company, having the support of the C-level executive you roll up into makes your job easier, especially when it comes to securing funds and resources for programs and campaigns. But before you go make your pitch, it’s important […]

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ChannelChat: Dell Boomi Launches New Partner Portal to Support Restructured Channel Program

Dell Boomi, a leading provider of cloud integration and workflow automation software, announced a major evolution of the company’s channel partner program. As part of the partner program expansion, Boomi now offers two paths to encourage proficiency in selected areas. The Partner Integration Accelerator program is structured to ensure partners gain practical experience while leveraging Boomi […]

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ChannelChat: To Win Marketing Support from Harried Partners, Pulse Secure Prioritizes Fewer Campaigns

To compel partners to participate more in channel marketing programs, asking them to do less might be the right way to go. That’s just part of the successful strategy behind the CRN-rated Five-Star Partner Program offered by Pulse Secure, a leading provider of secure access solutions. During a recent conversation with CMR, Pulse Secure’s chief […]

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ZINFI Channel Marketing Automation Helps Barco Partner AuDeo Win IT Client Interest; Business Too

Problem:  At AuDeo, a Barco, Inc. partner specializing in meeting room technology, getting the attention of IT decision makers was becoming increasingly difficult. Product-specific messaging was attracting less interest from potential customers. So AuDeo, a UK-based company, determined that it needed to develop email marketing campaigns highlighting customer stories that focused on solving IT problems […]

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To Combat B2B Buyer Skepticism, Let Third Parties Do Your Talking

By Michael Kelly, Director, Channel Institute Maybe it’s all of the talk about “fake news” these day, but B2B buyers are becoming increasingly skeptical of the information they see when shopping for solutions. When the Channel Institute, a training body dedicated to promoting and developing the channel profession worldwide partnered with Impertion, a channel-specific demand […]

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ChannelChat: Influitive’s Mark Organ Sees Rise of Partner Communities on Advocacy Platforms

When Mark Organ, CEO and founder of Influitive, launched an advocacy platform that enabled companies to put their customers at the heart of their marketing programs, promoting it to businesses that relied heavily on indirect sales teams was a not a priority. But since the company was launched in 2010, a growing number of channel-focused […]

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ChannelChat: How Blancco’s Matt Sturges Is Boosting Partner Engagement with Through-Channel Marketing Automation Technology

In March, Zift Solutions announced that Blancco Technology Group was using Zift Channel as a Service to support partners and streamline its robust, global channel program. In a press release, Matt Sturges, VP of North America and Global Channel Sales at Blancco Technology Group, said “With Zift Solutions, Blancco can deliver a world-class partner experience to […]

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