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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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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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Tackling Analytics Like A Channel Pro

Keeping up with today’s channel partners’ expectations requires any channel business to be on their toes at all times in order to meet those expectations. The popularity of modern predictive analytics is on the rise without a doubt and channel account managers must be prepared. Predictive analytics moved from backroom operations to frontline sales and now, it’s moving to the channel sales organization. As predictive analytics evolves in the channel space, it becomes a necessity for...
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As the cloud becomes more pervasive in today’s IT environment, new business models are forming – which of course bring on new acronyms!  My latest, “SPaaC”, describes how Service Providers are becoming more ‘front and center’ in the Solution Provider community.  In fact, several of the largest Solutions Provider Partners in the channel like Presidio, Dimension Data and Logicalis are creating special practices to embrace the Service Provider model. This is indicative of the changing landscape...
Recent comment in this post
patricia rush
Great article Craig.
Wednesday, 15 October 2014 5:05 PM
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Learn How Social Selling Can Help Fill Your Pipeline. Join Us September 30!

Get up to speed on the latest strategies and tools to use social media to expand your relationships, grow awareness for your solutions, and add new leads to your sales pipeline. Join our Social Selling Webinar specifically tailored to help Brocade channel partners sell, and get a hands-on introduction to Brocade’s new resource to provide you with ready-made social content that you can easily customize and push out to your social media channels. When: September 30...
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Change is good

We all cherish the power of the idea, of the disruptive concept. The innovator, the big idea man, are heroes in our day and age.That is, WHEN THEY SUCCEED.
But how much value can innovation and change generate? Should we look for the next new thing, the best tweak on our processes? or, Should we just put our heads down and keep busy making more of the same?  Which approach will give us the most return? I have asked this question myself many times. 
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Channel Marketing Trends 2014

There are 4 major trends we see in the coming year—each with their own set of ramifications. See the breakdown below. The year of sales enablement. Marketers are realizing that their MDF programs have been more focused on business process management than marketing optimization—and as a result, there will be a greater push for marketers to achieve a more predictable marketing outcome from their MDF investment. To achieve predictable outcomes, many marketers will move to more comprehensive...
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"Big Data" and the channel for 2014

As the year comes to a close and we get ready to celebrate the holidays, it’s going to be hard to escape the many reflections on the past year, as well as the prognostications for 2014. The term “Big Data” seems to be popping up in every business review and channel publication. It’s probably the most quoted and misunderstood term of 2013. A quick google search yields at least half a dozen definitions – a mixed...
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5 Key Training and Incentives Tips

We help a number of leading companies run successful global incentive programs, whether they need assistance building it from the ground up or want to improve their existing program. Developing or revamping an incentive program can be a daunting task – there are so many moving parts, stakeholders and a considerable financial investment involved, making it necessary to get it right. Recently, we helped a leading supplier of networking equipment with 11,000 re-sellers increase revenue from its line...
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What's it take to win loyalty from your channel partners?

For a variety of well-documented reasons, the battle for channel mindshare—and more importantly share of wallet—is more heated than ever. What’s more, the more appealing the channel partner, the greater the competition from manufactures vying for their attention. You are competing for partner mindshare both directly within your product category, as well as indirectly from marketers in other categories. The combined forces are continually raising the bar and setting new standards of what a good channel...
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From Shape-Shifting to Renaissance: Today's Channel

For “shape-shifting” shouldn’t raise the eyebrows of most. But when it applies to the channel – as a recent Forrester article does, we should take note. Tim Harmon’s “The Shape-Shifting Tech Industry Channel Ecosystem” provides a summary of the current state of channel evolution that began when “the cloud” started to make its presence felt. The gist of the article is captured in this quote: “…the new reality is that channel professionals can no longer categorize channel partners...
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Congratulations to our Partner of the Year Award Winners!

Last night the America's and Federal Brocade Partner of the Year Award Winners were announced at a ceremony in New Orleans, during the America's and Federal Partner Summit. The awards recognize the highest levels of performance and ongoing commitment, professionalism, and passion shown by Brocade channel partners. "Brocade has enjoyed a year of great success, but we couldn't have achieved this without the hard work and dedication of our channel partners," explained Laurie Potratz, senior director Americas...
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NEWSFLASH: Brocade Unveils Whole-deal financing with Brocade Subscription Plus

Brocade Subscription Plus Allows Channel Partners to Offer Their Customers Cloud-Like Financial Flexibility and Management; Opens Opportunity to Secure Much Larger Deals With almost 70 percent of organizations selecting vendors based on the availability of leasing/financing solutions offered1, Brocade has announced the expansion of its unique subscription financing model with the launch of Brocade® Subscription Plus. Enabling Brocade partners to offer financing on a complete customer purchase -- including all services, support and third-party equipment -- Brocade Subscription...
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Why customers are excited by the Effortless Network

The announcement that Brocade HyperEdge Architecture, a cornerstone in delivering our Effortless Network vision, is now available has already generated a great deal of positive feedback from media and customers alike.  By automating and simplifying the campus network, and creating a holistic wired and wireless infrastructure, the Brocade HyperEdge Architecture enables organizations to harness the productivity gains and competitive edge that mobility, cloud-enabled services and new applications can offer.  Understanding why that matters and what the issues are preventing...
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Understand the difference Brocade can make to your business: free webinars on key networking solutions

Get the inside track on Brocade networking solutions and how unique features will give you the edge in competitive pitches, or make your proposal stand out for the right reasons.Brocade is hosting a number of webinars for EMEA based partners over the next few months. Attendance is free, so register today and gain a better insight into Brocade innovation.     Feb 28, 2013 4:00 PM CET  EMEA Webinar: Brocade VCS (Virtual Cluster Switching) – What makes...
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