Channel Marketer Report

Special Features

What Happens When You Build It — And They Don’t Come? The Case for Partner-First Channel Marketing Portals

By Cameron Avery, Senior Vice President of Business Development, Zift Solutions We all know the famous line from the film Field of Dreams: “If you build it, they will come.” While that magic may work with the ghosts of baseball, it doesn’t hold up with channel partner marketing portals. Far too many channel organizations discover this […]

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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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How Predictive Channel Management Solutions Support Smarter Decisions

By Dave Geoghegan, Chief Technical Officer, ChannelEyes The management of your indirect sales partners presents unique challenges. Motivating and incenting them to achieve your goals is difficult when they have their own set of priorities and objectives. And as channel spaces becomes increasingly crowded and complicated, making smart management decisions about partners is even more crucial. […]

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It’s Time to Get Better Returns on Your Channel Capital Investments

By Ted Dimbero, Co-founder and Senior VP Services and M&A, Zyme Selling through indirect channels can sometimes feel like the blind leading the blind. Resale partners’ sales and supply data are available, but much of it is manually collected, months old and plagued with errors. Companies that leverage channel sales compensate for these inefficiencies with large […]

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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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Why Prescribed and Personalized Marketing Is Needed for the Channel

By Jeff Mesnik, CEO, ContentMX As a technology marketer, you know that building demand generation campaigns takes planning and coordination. Your message is deliberate and coordinated and the sequence and timing of communications are relevant and important. Demand generation is filled with both long term and short term strategies, all for the purpose of identifying […]

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Partner Loyalty Isn’t the Same Thing as Your Rewards Program!

By Tracy Delphia, Market Analyst for B2B and Channel, ICLP “I want to start a partner loyalty program.” We get calls with some version of that query regularly at ICLP.  What the caller invariably is asking about is some kind of incentive program for their partners. “Loyalty” and “incentives” have become conflated in the minds of many […]

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Channel Management for Hire

By Norma Watenpaugh, founding principal and CEO, Phoenix Consulting Group If you are like most channel management organizations, you are continually pressed to do more with less.  Although two-third of IT products and services are sold through channels, my guess is that you don’t have two thirds of the sales and marketing budget to enable […]

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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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TIE Kinetix All-in-One Partner Automation Platform Enables Seamless Channel Marketing

Problem:  Successfully executing channel marketing initiatives can be a challenge for organizations, large or small. Not only are you relying on partners to actively market your products and generate demand, but do so in a way that represents your brand accurately. The simple truth is that most can’t, due to limited time, skills and resources. […]

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