Scott Karren

10 articles written

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IT and the Channel Do Matter

According to Harvard Business Review's editor-at-large, Nicholas Carr, IT doesn't matter. Since IT is ubiquitous, it has no strategic value or competitive advantage,...

Using Lead Programs to Exceed Quota

"Leads." The word often stirs up heated debate. Go to any online business forum, and it is a perennial favorite. "Are leads good?" "Can...

Avoiding Launch Disasters

We all know that new products and technologies require investments of both cash and overhead with no payback for as long as 12 months....

Breaking Out of the Crisis Marketing Cycle

Many resellers have a problem with marketing. They all know it is important. They all admire great marketing in other companies and they all...

Branding and Product Positioning for the Channel Provider

I recently listened to a common type of miscommunication between channel partners and a vendor about marketing. The partners told their vendor that they...

Managing Sales Force Productivity

How well is your sales team producing? A good rule of thumb for a sales rep in a profitable channel provider is 2X the...

The Top Ten Issues Facing Today’s Channel Providers

By now you have realized that your vendors are not able to make your business successful. They are worried about the average performance of...

How to Get More From Your Strategic Technology Partnerships

I once created a list of 'Lies Vendors Tell the Channel.'Providers and vendors both enjoyed it because it presented some of the common promises...