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Channel Matters Blog > February 2013
by Geoff Wright
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Trust is essential in building high performing channels. Resellers that have a high degree of trust in their manufacturer partners contribute 78% more sales than those with a lower level of trust. Geoff Wright looks at the relationship between partner planning, trust and revenue success.
by Anna Johnson
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As technology vendors have moved solutions from an on-premise service model to a cloud-enabled model, many have found that existing channel partners have been slow to embrace this new direction. CCI’s Anna Johnson sat down with Steve Hale, practice director with Bridge Partners Consulting, to discuss how the relationship between vendors and their sales channels are evolving as technology services move to the cloud. Hale, former channel chief and VP at F5, Novell and Sophos and 17-year Microsoft veteran shares insights into making the transition to the cloud a bit more effortless for the channel.
by Philip Moon
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Channel Enablers notes with interest the success of a major systems vendor who established a dedicated channel sales and marketing team focused on influencer partners. It’s a real-life demonstration of channels best practice execution that sets a benchmark for other vendors.
by Alicia Fiorletta
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A key benefit for organizations that develop a network of channel partners and affiliates is that they have more means to extend brand messaging and drive product/service awareness to new markets.
However, to truly succeed at reaching specific audiences in particular geographic areas, vendors must empower partners to go-to-market, both via traditional means such as print advertising, as well as digital methods like SEO, SEM, and social media. 
by Andy Grant
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One common element of most channel programs is the availability of Market Development Funding (MDF), sometimes called Joint Marketing Fund (JMF) or Co-Op Funding; but many MDF requests are not approved because they lack simple metrics or an expected return on investment.
by David Perrett
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Recently, David Perrett had a chance to sit down with Sam Reese, the CEO of Miller Heiman, to talk about 2013, and the challenges that lie ahead for a company’s channel sales division in the coming year.  The following comments are excerpts from a tape recorded interview.
by Lynn Shively
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The new buzz word in managing information for vendors and channels is "Big Data." It is the sum total collection of all the data that a company and their partners have piling up in their massive disk farms. It can include everything from Word and PDF files, to email messages, video, audio, photos, business transactions, customer information, and huge enterprise-class database systems. Additional files are constantly being created and added to the data collection in the course of running a business.
What role should the channel play in the big data to information process?
by Carlo Tortora
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JWT Intelligence has launched his yearly report of 100 Things to Watch in 2013. The agency mentions African Tech Stars amongst the things that we have to look forward to in 2013. Some of us might be surprised but there are definitely innovation and development factors that make emerging economies hotbeds for innovation.
by Channel Enablers
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As many of you will know Ian Moyse is a valued contributor to the Channel Matters blog on all things related to cloud channels. Ian is in the running for a Contribution to I.T award.

Please support our valued contributor by taking 2 mins of your day to go and vote here http://www.networkcomputingawards.co.uk/ for Ian Moyse in the Contribution to IT Award.
by Philip Moon
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Are you in sales or marketing and interested in selling more and learning how to align and accelerate your company’s sales and marketing efforts? Hear us speak at DemandCon in San Francisco this April 15-16th. Held at the Marriott Marquis in beautiful, downtown San Francisco DemandCon is the premier event for education and insight into the art of aligning and accelerating your company’s sales and marketing efforts.