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Channel Matters Blog > August 2011
by Andy Grant
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I have heard so much talk and read comments in the channel press from business leaders in the  IT & Telecommunications industry, about  vendors wanting to become more channel centric and more focused on the needs of their most valued and trusted partners. So why are so many of the big name vendors undertaking partner recruitment programs in an attempt to maintain or increase channel partner revenue when existing loyal partners may offer the best chance for quick revenue gains?

by William Vanderbilt
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The disciplines of Finance and Accounting have been an integral part of corporate operations for a very long time.  Using instruments such as the Income Statement, the Balance Sheet and the Statement of Cash Flows, Finance and Accounting Departments attempt to track, measure project the financial position and health of the organization.  While that function is as important as ever, some of the tools used in the effort may need to be thought of differently, particularly in service-oriented areas such as channel sales.

by Philip Moon
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Different vendor sales managers seem to have quite different ideas about what they want their channel sales people to do. Mostly, this is understandable because different routes to market and different products require different sales processes. But what sales managers ask channel sales people to do is not always consistent with getting the best results from indirect channel sales partners. What are the top three things you want your channel sales people to do?

 

by William Vanderbilt
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Business professionals are increasingly required to accomplish tasks through influence.  It is quite common for people in any role to have some of their responsibilty reliant on the quality and quantity of work produced by others.  This is especially true in a channel or alliance environment.  Channel managers must be experts at influence as they are tasked with producing results (sales, customer satisfaction, market penetration, etc.) by leveraging the resources of people and organizations that do not directly report to them and are, therefore, not in their direct control.  For them, and anyone else that needs to accomplish work by influencing the behaviors and activities of others, one thing is certain...understanding is the first step!

by Greg Nutter
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For those who live and die by the numbers, September is the beginning of either the most exciting or most depressing selling period of the year - it’s the time when sales professionals discover whether they have enough prospects to make their year. Likewise, channel managers discover whether or not they have the right partners in place and begin deciding whether recruiting new resellers should be one of their New Year’s resolutions. For most vendors who sell through channels, partner recruitment can be the greatest point of failure so getting it right often means the difference between program success and a lot of wasted time and money.

by Geoff Wright
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It is with the deepest sadness that we share with you the news of the death of Chris Marshall, a valued team member and friend of all at Channel Enablers UK and around the globe.  Chris passed away on Friday 19th August 2011 after a brave fight with cancer. Our thoughts are with his wife Kim and his family.   Chris will be greatly missed and remembered warmly by those of us who knew him.