Recent Articles
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Applying Analytics to Drive Channel Sales
Most channel providers are happy to sell analytics applications. But very few of them benefit directly from applying analytics to their own operations. With that issue in mind, the enterprise application vendor Sage Software has been leveraging big data analytics to help channel partners identify new sales opportunities. Now Sage plans to make that capability…
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Avnet’s Partner Strategy Continues to Evolve
Driving increased sales through its partner channel has been the primary strategy at Avnet Technology Solutions over the past several years. One way the global IT distributor is meeting this goal is by helping its partner channel build out their practices with new services and capabilities, particularly for the cloud, big data, social networking and…
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Mobile Transition: Managing Obstacles, Tapping Opportunities
From a channel perspective, mobile computing can be nothing short of maddening. Although there are millions of mobile computing devices out there, most were purchased directly by individuals or the companies for which they work. What’s more, from an application perspective, most run nothing more sophisticated than email and a few consumer apps. However, as…
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Charting Channel Partners’ Paths to Profitability for 2014
Path to profits Profitability Priorities As usual, almost a third of channel partners intend to hire more technical and sales people. But, surprisingly, 30% plan to invest in more marketing and offer higher-margin services. Keys to Profitability Quality products that don’t require a lot of support was rated No. 1 by 30%. Revenue and margin…
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Internet of Things: Pinpointing Its Channel Potential
Although the Internet of Things (IoT) represents trillions of dollars in opportunity for the channel, the challenge is finding the expertise needed to tap that potential. Hype notwithstanding, not all IoT opportunities are of equal value. IoT refers to everyday things—mobile devices, homes, cities, cars and other items—ubiquitously connected to the Internet and infused with…
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Sophos Simplifies Its Channel Strategy
Security specialist Sophos has overhauled its channel program as part of a sweeping effort to be easier to do business with and to increase profits. Sophos announced a simplified discount structure and deal-registration program so the company’s channel partners can spend less time obtaining special pricing when involved in competitive bids, said Kendra Krause, vice…
