Recent Articles
-
Dell Completes EMC Buyout, Channel Watches Closely
While Sept. 7 might mark Dell Technologies’ first official day as an entity that includes EMC, solution providers will find themselves dealing with multiple business units and organizations underneath what amounts to, for all practical purposes, a holding company. The three main elements of Dell Technologies are a client division henceforth to be simply known…
-
Becoming a Born-in-the-Cloud Provider: A Simple Guide
By Carmen Sorice and Cristina Greysman It’s clear that the cloud has changed how business is conducted. What is perhaps less clear is how it’s reshaping the traditional reseller channel as well as creating a whole new world of “born-in-the-cloud” partners. A Primer for Born-in-the-Cloud Providers IPED Consulting and Research has defined five types of…
-
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,…
-
Linux at 25 Has Come a Long Way
This week marks the 25th birthday of Linux. At the time of its birth, no one inside or outside the channel paid much attention. A quarter of a century later, and it’s impressive to acknowledge just how much Linux and the rest of the open-source community have transformed how IT technologies are developed, acquired and…
-
Channel Role: Cloud Pragmatists in IT Services Age
One of the most important key performance indicator ratios for channel partners has always been the product/services income balance. Even more important has been the ratio between the profit generated from the sale of products to the profit from services sold. Since service profitability is more complicated to calculate, many have elected simply to focus…
-
Channel Marketing: Most Important Word Is ‘Listen’
Listen, listen, listen. That’s the most important word in marketing, and in sales. All of your marketing, if it’s being done right, is about your customer, what they want, what they need and how you can help them succeed. The only way to learn any of that is by listening very carefully and very actively…
