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GAME ON: Marketers versus Partners

Imagine this. You’re in a room with 60 technology vendor and partner representatives, with a no-holds-barred remit to make the deal of the century. What would you do? It’s exactly what happened at our latest Channel Meet Up event, held in Google UK’s prestigious Town Hall. Instead of the usual conference approach of presentations, we brought in Jim Wallman from Past Perspectives, a strategic gaming company, to create a scenario where our attendees could work...
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A Portal that suits vendors and channel partners

  Partner portals, where to start? They’re such a bugbear for many brands. Realistically, partners not only work with you, but also with many other suppliers, your competitors, each trying to make sure that partners never leave their portals. So how can you possibly begin to encourage partners to stay engaged with yours?   It’s a tricky one!   That’s why in a recent webinar we asked experts, Cath Hackett- Transformation Director- Go to Market...
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Facebook for Work: Can this social network be utilized as a productivity and internal communication tool for channel partners?

Not so long ago Facebook announced it was making a move for a slice of the productivity market pie with their ‘Facebook for Work’ platform, appropriately named ‘Workplace’, which aims to improve communication within organizations as well as connecting different organizations together. This enables users to stay connected wherever they are. But can this be used to connect with your channel partners to replace other traditional communication methods? ‘Workplace’ embodies all the traditional Facebook features...
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Here is why the traditional IT & Telecom channel is shrinking at an alarming rate - and what to do about it

We have hit a tipping point in the IT and telecom channel. For years we have debated the impact of new technologies such as the cloud, mobility, and now IoT (Internet of Things). In addition, we looked at partner transformations and the evolving business models that were showing signs of success (such as managed services). So much focus was put into these things that we lost sight of the end customer. Specifically, how the end customer...
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Where are all of these so-called “Born in the Cloud” Partners Anyway?

Where are all of these so-called “Born in the Cloud” Partners Anyway?
This question was posed to me at the Ingram Cloud Summit this week in Phoenix. We all know that the cloud is quickly redefining IT, with over 90% of companies using some mix of public, private and hybrid cloud solutions. In fact, 60% of companies have replaced more than one third of their IT infrastructure with cloud products thus far (Gartner). With 1,300 attendees at this cloud-focused conference, I asked the question: “How many of you...
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