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Channel Matters Blog > August 2012
by Philip Moon
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Miller Heiman has announced the acquisition of inside sales and customer service experts Impact Learning Systems of San Louis Obispo, California.

Impact Learning Systems is a training and consulting company specializing in skills-based programs to improve communications between front-line employees, customers, and partners in the telephone sales, customer service and field-service sectors.

by Ian Moyse
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Following Gartner's recent report on what it sees as the 5 key trends that will shape cloud computing strategies between now and 2015, Ian Moyse provides his perspective on the impact cloud computing will have on an SME audience as the cloud market and the cloud channel matures.

by Anna Johnson
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In a world where customers are moving toward managed services and away from hardware and software purchases, which of your partners will make the transition? What role do vendors play in enabling the channel to make the transition to selling managed services? For those partners that can't or won't make the transition, how will you recruit qualified partners to fill the gap?

Anna Johnson of CCI sat down with Craig Schlagbaum, Comcast Business Class Vice President of Indirect Channels, to discuss a new model of recruiting and enabling the channel to take advantage of the opportunity of a recurring revenue service.

by Philip Moon
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Every year, Miller Heiman enlists the feedback of sales professionals from around the world to identify the best practices that are most effective in generating real results for sales organizations. Philip Moon looks at how some lessons from the 2012 Miller Heiman Sales Best Practices Study provide insight on how to improve partner sales productivity.

 

by Global Administrator
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Red Hat® is the world's leading provider of open source solutions, using a community-powered approach to provide reliable and high-performing cloud, virtualization, storage, Linux®, and middleware technologies. The majority of revenue now flows through RedHat's highly developed indirect sales channel.

In this interactive client case study Ric Noble, RedHat Program Manager for Global Channel Sales and Business Development speaks about how and why they engaged Channel Enablers and the business outcomes they achieved.

by Philip Moon
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Let's not forget, the reason companies go to market through channels is to reach more customers, with a more competitive whole-product solution, at a lower overall cost. Channels always have been, and always should be, about the customer because it is the end-user customer who pays for everything!