Business Management

Recent Articles

  • 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 be automated. If you want to drive your company’s revenue growth, you need to invest in your channel partners just as you would your direct sales force, according to Jim DeSocio,…

  • 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 up essentially of small-business owners seeking to support the technology needs of other small businesses. That environment invites peer collaboration to ensure one is running a healthy business while providing…

  • 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 your fingertips. The better news is that it may just be that your presentation is upside down. Does this sound familiar? In the first slide after your title slide, you show…

  • 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 reality is that helping clients take the best advantage of current manufacturer and software provider promotions has long been a competitive advantage for the best integrators in our industry. Licensing…

  • 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 obsess more about the results for the next financial quarter. While currently engaged in the complex acquisition of EMC, Michael Dell at a Future Ready event hosted by Bloomberg this week…

  • 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 owner looked at him and asked, “What was your last marketing activity before this event?” The first owner thought for a moment. “About a year ago, we sent out a…