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Channel Matters Blog > October 2012
by Cian McLoughlin
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Thankfully the days of Channel Partners being seen as poor cousins to an organisations direct sales force are rapidly becoming a distant memory. Increasingly global technology companies are looking to their Partner Ecosystem as the smartest and most efficient way to sustain their continued growth and expansion, while balancing their 'cost of sale' imperative. Whereas previously a Channel partner might engage with 2 or 3 key individuals from the Vendor, suddenly they're being exposed to a much broader layer of sales and sales management; these multiple points of contact must be managed carefully!

by David Perrett
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Recently the European Union has decided to invest in the emerging cloud market they feel could deliver 2.5 million jobs to the continent. Announcing plans to develop European standards and certifications to get business to join the cloud, Neelie Kroes told the Bangkok Post, "We want to make Europe not just cloud-friendly but cloud-active." Kroes goes on to state that the cloud could add €160 billion euros to the EU's economy.

by CCI Channel Management Solutions
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Partner program specialists CCI describe the top five executional violations that can quickly derail a well-thought-out partner program.

by Global Administrator
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Where do you expect your business growth to come from in 2013? How will you enable the initiatives to support these expectations? Compare your expectations with executives from around the world in the 10th annual Miller Heiman Sales Best Practices Study.

As the largest annual study of complex, business-to-business selling in the world, this study is uniquely suited to support decision-making in this specific area of sales. This study will include input from thousands of professionals around the world to provide answers to these questions and many others. Join the study to receive priority access to thought leadership outcomes.

by Ian Moyse
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Many vendors and partners worry that the cloud will seriously disrupt the way the channel operates. Resellers ask "If vendors can sell their services direct what role does the channel have to play?"

In this webinar recorded by BrightTALK Ian Moyse speaks with a distributor and a reseller to find out how they are responding to a new way of distributing I.T products and services. A free BrightTALK registration is required to view.

 

by Ian Moyse
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This is the second debate recorded by BrightTalk on the impact of Cloud in the channel. The first debate titled 'Is the cloud transforming the channel' was very popular so the panel was re-convened to look at the following specific issues in greater depth.
  • Why should Cloud vendors use the channel?
  • What services and differentiation can be built around the Cloud?
  • Cloud Channel Revenue. Cannibalization and Cashflow
  • Sales people and commission plans for selling Cloud services

 

by Cloud Channel Summit
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The Cloud Channel Summit conference was held in Mountain View California in November 2012. Stacy Nethercoat, Vice President, Product Marketing at Tech Data, gave the opening address. Stacy discusses the role of the channel in the cloud services market place and provides a fascinating insight into the role of Distribution in the cloud.  
by Global Administrator
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As end-user demand for cloud services grows, new fast-growing pure-cloud vendors are emerging while existing high-tech vendors race to transform their businesses and their channels in time to grab market share. Indirect channel partners who have proven cloud-business credentials are in short supply, so while cloud-vendors compete to recruit the best partners they are also trying to migrate existing partners to the new business model.

On January 29 2013 Philip Moon from Channel Enablers participated in a roundtable discussion between industry thought leaders about how to recruit, enable and manage cloud channels.