Channel Marketer Report

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Maximize Partner Engagement: Identify And Incent Non-Sales Behaviors

By Dan Hawtof, VP of Business Solutions, Global Channel, parago Last spring, I hosted a webinar during which I talked about parago’s latest channel marketing survey. One thing our research pointed out was channel marketers’ desire to grow beyond pure sales incentives and start including the behaviors that support sales. But they also told us […]

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Merchant Warehouse Exec: Education And Engagement Help Drive Channel-Wide Revenue

When Russell Harty first joined Merchant Warehouse as SVP of Key Accounts and Partner Channel in July 2013, he indicated that the payment processing company would be focusing on finding the right partners for its channel.  Four months later, and Merchant Warehouse is seeing rapid channel growth, largely due to its focus on thought leadership […]

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Influitive Unveils New B2B Referral Solution

  Influitive announced the launch of Influitive Referrals, a B2B referral solution designed to help marketers generate more sales-ready leads from customers and partners. Influitive Referrals, which is integrated with Salesforce and LinkedIn, can suggest potential referral names from your advocate’s social networks.  Within the company’s AdvocateHub marketing platform, Influitive Referrals addresses some of the common […]

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BMC Launch Control-M For Hadoop, MyIT To Increase Mobile Use

BMC Software, a provider of IT automation and integration solutions, has announced the availability of BMC Control-M for Hadoop, a new Big Data management solution that aims to significantly reduce the batch-processing time of extremely large data sets. The solution will lead to improved data handling and analysis, helping businesses save time and money in […]

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Sonus Develops Two-Tier Structure For Partner Program

Sonus Networks, a global leader in SIP communications, has expanded its Partner Assure channel partner program into a two-tier model of distribution partners. This enhancement comes on the heels of rapid expansion within the Sonus partner network, which includes “a diverse network of reseller partners to small and medium businesses, large enterprises and regional service providers,” […]

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Merchant Warehouse Partners With SouthWare Innovations

Merchant Warehouse, a provider of payment technologies and merchant account services, today announced a new partnership with SouthWare Innovations, Inc., a business management technology developer. As part of the relationship, the SouthWare order entry system, point-of-sale system, web based shopping cart and collections software will be integrated with the Merchant Warehouse Genius Customer Engagement Platform. Now, retailers that leverage […]

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Vendors Address Channel Conflict With New Rules Of Engagement

Channel conflict is a common issue for vendors, value-added resellers and system integrators alike. In fact, approximately two-thirds of channel firms had reported losing between one and nine deals due to channel conflict during 2012, according to research from CompTIA. The Channel Conflict & Deal Registration Study, which collected insights from 400 IT solution providers, […]

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SiriusDecisions Aligns New Demand Waterfall To The Channel

Visibility into partner behaviors and garnering insight into lead performance are common challenges channel-centric organizations face. During the 2013 SiriusDecisions Summit, Laz Gonzalez, Service Director of Channel Management Strategies, and Matthew Papertsian, Research Director at SiriusDecisions, discussed how organizations can apply the rearchitected Demand Waterfall to the channel. The annual event took place May 8-10 […]

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Can The Channel Come Out To Play?

By Ian Moyse, Sales Director, Workbooks.com, Eurocloud UK Board Member & Cloud Industry Forum Governance Board Member There is an on-going discussion in articles, at events and in offices each day about the part that channels will play in go-to-market for the cloud form factor. Does it have a place?  What is that place? What […]

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Avangate Helps Software And SaaS Vendors Keep Pace With Cloud Trends

The Problem: Software publishers are deeply impacted by the increased adoption of cloud and mobile technologies, resulting in SaaS and cloud services options. With the advent of digital delivery, the publisher is now brought directly into a relationship with the end-customer, bypassing traditional channel partners and threatening to undo years of channel investment on both […]

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