Business Management

Marketing is Way More Essential Than You Think

Back when I got my first marketing degree, my professor would say that while business schools teach the importance of fully funding marketing, it...

The Channel Has Changed. Channel Marketing Needs to Catch Up

To say the IT channel has undergone a profound transformation is a vast understatement. We were originally dubbed a “channel” by IBM, whose rule was...

Why Vendors Must Invest in Channel Partners

Okay vendors. What is it going to take to increase revenues from your partner channel? Engagement, training and certification, and it all has to...

ChannelCon: Build a Game Plan for Your IT Team

By Kelly Ricker One of the best things about the IT channel is the industry community. With a few exceptions, the IT channel is made...

For Effective Presentations, Flip Them Upside Down

If your puzzled about how to make an effective presentation, the good news is that all the information you need probably is already at...

Making Channel Promotions Work Better

For most channel partners, admitting that you compete on price is almost like confessing sin. Most channel "coaches" implore partners to avoid such behavior. The...

Dell Plays IT Long Ball

One of the luxuries of being a private company is the opportunity to plan on a much longer-term basis, as opposed to having to...

Channel Marketing Requires Pleasant Persistence

"I threw $10,000 out on that last marketing event," complained one VAR owner to another. "I got absolutely nothing out of it." The other VAR...

More Self-Reliance Leads to Brighter Channel Future

It is often said that necessity is the mother of invention and nowhere is that more apparent than the "Fifth Annual State of the...

Making Channel Partner On-boarding More Efficient

By Jim Somers The relationships between vendors and channel partners are like marriages, and sadly, it's not uncommon to see one out of two fail...

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