Channel Marketer Report

ChannelViews

Analyzing The Vendor/Retailer Relationship

By Guy Swarbrick, Senior Consultant, EMEA, Channel Enablers On the surface, it’s a difficult time for any vendor that sells to consumers through traditional retail channels. Household name retailers are disappearing on a regular basis: in the UK, Comet and Jessops have gone in the last six months, with HMV teetering on the brink; Virgin’s […]

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How To Succeed As A SaaS Vendor

By Preciouse Gross, Community Manager, BlueSnap Customer acquisition and retention are integral parts of any business. However, when your business depends on the promise of “no long-term contracts and cancel your subscription at any time,” you have to rely on customer service techniques that will help acquire and maintain long-lasting relationships. This is the case […]

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Channel Marketing Is Broken

By Jared Shusterman, Managing Partner and CEO, SproutLoud Channel marketing is broken. There. Someone had to say it. Yes, it’s an over-generalization. And certainly anyone reading this post can name companies doing channel marketing well — possibly even a few doing it very well. Largely speaking, however, there are many channel marketing managers struggling to […]

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For Manufacturers, Channel Sales Stem From Aligned Social Media Strategies

By Tom Jacobs, President, Jacobs Agency Manufacturers have long nurtured channel relationships with added-value tools and programs. But until recently, communicating or sharing those tools to their partners sometimes was a clunky, hard-to-measure effort. Today, social media makes it easier than ever for manufacturers to streamline communication to their channel partners. And the “sharing” nature […]

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Why Data Integration Is The Secret To Business Success

By Lance Speck, VP and General Manager, Integration Products, Pervasive Software  What is your data integration strategy? If you’re at a loss for words, don’t worry. Many organizations don’t even realize how data integration can help them. If you do have an integration strategy, you need to consider how data trends are evolving and how […]

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Channel Marketing Changing Direction

By Lawrence M. Walsh Here are some channel truisms about marketing: Solution providers are terrible marketers. They don’t invest in marketing. They don’t frame their value propositions beyond their technical skill sets. And they have unrealistic expectations for the returns on their marketing investments. Vendors, on the other hand, are myopic marketers. They’re most concerned […]

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The End Of Co-Op?

By Dale Taormino, Senior Director, Marketing and Strategic Alliances, CCI Editor’s note: As part of a special arrangement, Channel Marketer Report is publishing a recent article from CCI’s Channel Champion Blog.  We talk to organizations daily about their promotional allowance programs (MDF, JMF, co-op, etc). In the past several years we’ve certainly seen a decline in the number […]

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Time To Rethink Channel Partnership

By Lawrence M. Walsh, Editor-in-Chief, Channelnomics.com Influencing behavior changes often takes place through a system of rewards and penalties. Do something right, you get treated well and are allowed to advance. Do something poorly or, worse, negatively, and you’ll be punished.  It’s the classic “carrot and stick” approach. The channel is built on just such […]

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Introducing Portal 2.0

More advanced vendors and manufacturers are achieving improved partner communication and sales and marketing reporting by implementing Portal 2.0, according to SiriusDecisions. The brief, titled: The Evolution to Partner Portal 2.0, revealed that these technologies “offer a mutual benefit to both vendors and partners” in the following key areas: 1. Creating demand: Tools to select […]

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