Channel Marketer Report

Special Features

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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Countdown to GDPR: Is Your House in Order? And Your Partners’ Too?

By Mariann McDonagh, CMO, erwin, Inc. The European Union’s Global Data Protection Regulation (GDPR) has a broad wingspan. No company is exempt from its reach, and neither are any members of its partner network. Under the new rules, every company and  its third-party processors – including partners — are now directly and legally obligated to […]

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ChannelChat: How Ingram Micro’s Jennifer Anaya Champions Change and Innovation

Jennifer Anaya has a pretty big job. As Ingram Micro’s vice president marketing, North America, her responsibilities include leadership of the U.S. and Export marketing organization and management of branding, corporate communications and marketing for the region. In addition to these and other duties, she also leads and manages the daily operations of Agency Ingram […]

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ChannelChat: dinCloud CMO Ali Din Prioritizes Partner Onboarding to Boost Partner Engagement, Retention

Things are busy at dinCloud, a Cloud Services Provider (CSP) that helps organizations rapidly migrate to the cloud through a strong network of Value Added Resellers (VARs) and Managed Service Providers (MSPs). As the company makes a deeper commitment to hosted spaces, it is expanding its portfolio, says Ali M. Din, CMO, to give its […]

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ChannelChat: Mike Moore and Peter Thomas, authors of Marketing Multiplied, Discuss Inspiration for Their Real-World Guide Book

Channel marketers may finally have their own industry bible. Marketing Multiplied: A real-world guide to Channel Marketing for beginners, practitioners, and executives, is the very first book about the profession, say authors Mike Moore, Averetek’s VP of Strategy, and Peter Thomas, the company’s founder and CEO. The just-published book, which explores how to engage channel […]

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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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