Channel Marketer Report

Channel Chat

ChannelChat: For Channel Chiefs, Job Security May Require a Little Technology

It’s not like the office of every channel chief is equipped with a revolving door. But according to research by Forresters’ Jay McBain, principal analyst of global channels, newly appointed channel chiefs may not want to order the big box of business cards. According to McBain, the average tenure of a channel chief is a […]

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ChannelChat: Partner Feedback Drives Enhancements to Gemalto Channel Program

With the strongest growth at Gemalto, a digital security firm, coming in regions where the company had a channel-centric philosophy, its already robust Cipher Partner Program was clearly instrumental in the success of its partners. But as the digital security market has become increasingly more technical and crowded with more and more competitors, Gemalto recognized […]

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ChannelChat: Strategic Partner Selection, On-Boarding Are Key to Aptos Channel Success

The rapidly expanding global partner program at Aptos, Inc., a market leader in retail technology solutions, captured the spotlight at the company’s annual global sales kick-off meeting in October. For fiscal year 2017, Aptos and its partners collaborated on a record number of projects. And in 2018, the company predicts that a greater share of […]

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ChannelChat: The ESET Partner Council: Listening and Learning To Fuel Growth

Talk about not resting on your laurels! At the same time that ESET, an IT security company, announced a record 40% year-over-year increase in channel partner growth, the company also heralded the launch of its new Partner Council. The advisory group, said the company, would include 10 active partners initially who would participate in quarterly […]

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Channel Sales and the Future of the Subscription Economy

There’s no denying that the subscription economy has been turning business on its head. According to Gartner, more that 80% of software providers will have shifted to subscription-based business models by the end of the decade. If channel sales organizations are worried that the transition to SaaS products and services will leave them behind, Jen […]

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Channel Trenches: Demand Generation Goals And Strategies for 2012 (Q&A with Louis Foong)

While analysts point to the growing need for an intimate, more personalized approach to lead and demand generation, OEMs and VARs alike are struggling to crack the communication code. Whether it’s social media, content collateral or “teleprospecting,” developing a clear, concise strategy that addresses buyer pain points is key. During a recent Q&A, Louis Foong, […]

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