Howard M. Cohen

One of the most important key performance indicator ratios for channel partners has always been the product/services income balance.  Even more

When you're responsible for overall sales at any channel company, you want results NOW. Many of your salespeople may have excuses, such as how much time

Channel marketing is about value propositions, but the devil is in the definition of "value." For example, "terabytes of solid-state storage with

What service can you offer that is not managed? The delivery of any service must be managed to assure quality, so calling it a "managed service" is

One of the things channel vendor reps do in their first meetings with new resellers is regale them with how great their product margins are. They know,

"Integrator." It's a word many channel partners have used to describe themselves: "systems integrator," or "network integrator," for example. The term

Everyone we ask about the channel opportunities coming from the Internet of things has a different answer. Some say they haven't shown up yet. Others tell

Springtime. The on-ramp to summer. Channel salespeople are complaining that their customers have already "mentally checked out" and sales are going to

Regulatory legislation was never written specifically to address network or data security. Guideline documentation for legislation, such as the Health

In channel marketing, it's too easy to look for a single magic bullet. For example, we've all heard similar complaints from channel colleagues: "Webinars

Many IT hardware and software manufacturers make funds available to their channel partners for the purpose of supporting their marketing activities. In

It's that time of year when Microsoft partners are busily preparing their applications for Partner of the Year awards to be presented at this July's