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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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Why Channel Management is Broken

Thursday, April 30th at 1pm ET / 10am PT B2B companies continue to struggle with limited sell-through channel sales, marketing and financial reporting visibility. Most firms manage channel activities with a mixture of homegrown, primarily spreadsheet-driven processes. These can lead to untrustworthy data, vast inefficiencies, millions in lost revenue, and excessive costs. To help identify why this underperformance exists and what you can do about it, we're hosting this webinar, based on the eBook: Why Channel...
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More Channel Data is Better - Isn't it?

A few years ago, I was sitting in a training session for a large customer where the topic was an overview of the corporate channel policy and I over heard a channel manager explaining to a sales rep the policy for getting reported data. It went like this… Channel Manager: "We'll take any data you can get regardless of quality, from any partner. If it has holes, we'll deal with that later. If they have more...
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Big Data in the Channel: An Untapped Growth Opportunity?

More than two-thirds of all IT revenue flows through indirect channels, industry analysts estimate, and transactions between IT providers and their channel partners and end customers generate mind-boggling amounts of data. Unfortunately, too few providers are tapping their channel data’s full potential. Every day, IT providers and their partners market solutions to end customers. Leads are generated and qualified. Deals are registered. Sales are made. Products are shipped (and sometimes returned). Incentives are paid. The cycle...
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More Channel Data is Better - Isn't it?

A few years ago, I was sitting in a training session for a large customer where the topic was an overview of the corporate channel policy and I over heard a channel manager explaining to a sales rep the policy for getting reported data. It went like this… Channel Manager: "We'll take any data you can get regardless of quality, from any partner. If it has holes, we'll deal with that later. If they have more...
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Working Magic in the Channel

The first day of Channel Focus North America with Channel Focus Latin America has concluded and it was a very full day of insightful presentations and workshops. Baptie &Company arranged some surprise entertainment during dinner this evening: a table-side magician.  The magic act was an apropos choice to conclude the day given that many of the discussions revolved around business transformation which is shaping up to be a bit of “sleight of hand” for many in...
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Keep Your Finger on the Channel Focus Pulse

Speeding through the year like a bullet train, if I blink I might miss Easter! So much has happened in this short space of time – so a quick recap We had 2 fantastic webinars so far Show Me The Money! How Good Channel Data Improves Incentive Payments & The 5 Pillars of Systematic Partner Recruitment Campaigns. Looking at the community’s response we have quite a few people out there that are looking for best practices in IT channel...
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Bring on 2012

For most of us it’s our 1st week back to the old grindstone and the holidays already seem like a distant memory! So let’s focus on the positive then: The Channel Focus Community has a fantastic webinar coming up “Show Me The Money! How Good Channel Data Improves Incentive Payments”; and don’t forget the Channel Focus UK and Channel Focus North America with Latin America Events coming up! Looking ahead, we welcome anyone who would like to participate and contribute in...
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