Channel Marketer Report

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Channel Incentive Program Best Practices

By Jim Sullivan, Director, Channel Sales, Kaspersky Lab North America  It’s no secret that we’re in a highly competitive market in technology sales. It takes more than groundbreaking technology and innovative products to make the channel sales engine operate. Vendors can’t afford to put an incentive or program in place and simply hope for the […]

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Quantum Launches Alliance Program, Offers Cloud Backup Service To Partners

Quantum Corp., a big data management and data protection solutions provider, has launched the Quantum Alliance Partner Program, a program that will deliver managed service providers (MSPs) and value added resellers (VARs) a cloud backup service to help accelerate company growth. The Quantum Alliance Program will allow MSPs and VARs to sell Backup-as-a-Service (BaaS) under […]

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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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Partner Channel Manager For Metafile Shares Company Training Methods

The debate of “partner quality versus partner quantity” has been constant in the channel ecosystem. While it is easy to garner a network of thousands of partners, developing a solid community of loyal and profitable VARs is an entirely different story. That is why Metafile, a document management solution provider, takes a crawl-walk-run approach to […]

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HP Helps Partners Accelerate Cloud Sales Opportunities

HP recently announced two new programs designed to help partners expand sales opportunities via the cloud. With the new initiatives, partners can leverage HP Cloud Services, the company’s public cloud. Currently available via a private beta, the new additions to the Cloud Builder Program will “enable global system integrators (GSIs) and value-added resellers (VARs) to […]

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Channel Leaders Stress Need To Change Messaging To Tap Into Tipping Point Of Mobile Solutions

Mobile has been a hot topic within customer-facing verticals such as retail, restaurant and hospitality for more than two years now. Mobile point of sale (mPOS) in particular has generated tremendous buzz within these markets, as technology and service providers strive to keep pace with new consumer trends and develop optimal solutions for end-users. In […]

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RetailNOW Spotlights The Need For Better Communication Between VARs And End-Users

Nearly 2,000 hardware companies, solution providers and resellers gathered at the Mandalay Bay Hotel and Casino in Las Vegas for the 2012 RetailNOW conference. The event took place from July 28 to August 1, 2012, with more than 150 organizations exhibiting on the EXPO floor. Developed by the Retail Solutions Providers Association (RSPA), RetailNOW spotlights […]

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RetailNOW 2012 Spotlights Growth of SaaS Models And Mobility

At this year’s RetailNOW conference, developed by the Retail Solutions Providers Association (RSPA), the growth of consumer-grade devices, SaaS business models and mobile payment will come to the forefront, offering technology providers, resellers and end-users in retail and hospitality the education to thrive and survive. The event will take place July 29, 2012, to Aug. […]

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SiriusDecisions: Revamping The Channel Demand Organization

In the traditional channel space, organizations turn to resellers, distributors, and other forms of partners to drive demand. However, due to multiple changes taking place in the market, channel-centric organizations must rethink their attempts to drive demand through different types of partners, according to Laz Gonzalez, Service Director of Channel Marketing Strategies for SiriusDecisions. Gonzalez […]

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How To Get Vendors To Sell Your Services

By Ed Thompson, Director of Demand Generation, The Pedowitz Group Editor’s Note: Due to a special arrangement with CRN, Channel Marketer Report is publishing a recent article from the site, written by Ed Thompson of the Pedowitz Group. On the surface, reselling a vendor’s products is a relatively straightforward process. I source a lead, work […]

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