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Channel Partners Equipped for Success

Partner profiling – one of the many things channel organizations want to unlock in order to reach full potential. One of the easiest ways to drive revenue in the channel space is to zero-in on which partners are productive and which are not. Here’s the tough part – transforming them from unproductive to productive. If your channel has hundreds or thousands of partners, it’s understandable if the majority of your channel sales come from a select few....
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How Channel Organizations Can Win with the Cloud

The cloud computing revolution has provided a flexible business model has greatly impacted the chain of value. The challenge for the channel is to respond quickly in an industry that is undergoing a complete transformation.  By Roberto Ricossa, Worldwide Inside Sales Leader Avaya | Follow him onTwitter,LinkedInandGoogle+ The apparently irreversible trend of migrating to the cloud is not only one of the “biggest technological breakthroughs” in recent years; it also has a substantial economic impact. According...
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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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