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Channel Strategy
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Channel Focus
This whitepaper, derived from debates at Baptie's Channel Focus North America conference, offers a summary of the approaches vendors are taking to questions such as: - Whether deal registration should be automated? - Its role in reducing channel confl ...
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Olivier Choron, Founder & CEO, purechannelapps
Executive Summary Build it and they will come. Unfortunately, this isn’t the case when building an indirect channel. There are a number of common issues that channel sales, marketing or operations staff will come across. Here we take a look at some of ...
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Ross Brown, Senior Principle, The Spur Group
Numerous challenges exist in the channel - notably in identifying who created a given deal, in the discrepancy between the timescales of vendors and partners and in the difficulties of measuring and managing leads. In this insightful whitepaper, Ross B ...
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WHITEPAPER: Get Industry Insights to Solving the Biggest Channel Data Management Challenges
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Jeremy Miller, Former Senior Director of Product Management and Marketing, Channelinsight
This white paper goes over high-level benchmark results of the Channel Data Management survey recently conducted by Baptie & Associates and Channelinsight. The survey focused on the importance of having access to timely and accurate channel data in order ...
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Katherine Laveau, Chief Executive Officer, The Planet Group
Going Global throws up a number of considerations. Apart from scale, you have to deal with different business cultures, languages, currencies, legal requirements, taxation and cross-border sales transactions. You could write a book about what works in one ...
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Olivier Choron, Founder & CEO, purechannelapps
Executive Summary Credit crunch, recession, downturn... whatever you call it, the gloves are off and the challenge is on. So how do you maintain profitability whilst maximising the business opportunities that still exist?
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Andrea Hoy, CEO, Hoy & Associates
The times they really are a’changin’! What drove business decisions, and what you could get away with during the go-go years just doesn’t fly any more. Today, more than ever you’ve really got to understand what drives various participants in the go/no-go ...
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Toni Hine, VP WW Marketing, CA
Executive Summary Compensation is a vital area in the vendor-partner relationship. In this whitepaper, The Institute for Partner Education & Development's Toni Clayon Hine explores best practices for channel sales compensation and partner compensati ...
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Lesley Hansen, Group Marketing Director, TeleWare
A number of vendors are moving from products to managed services. This whitepaper explores how services can be effectively offered to the SMB space via partners. It covers problems including: •how to maintain your brand when your products are white-lab ...
Olivier Choron, CEO and Founder, purechannelapps
This white paper from purechannels covers the subject of how to constructively engage with the myriad of smaller tier 3 and 4 resellers that many vendors know could deliver good business for them, but because they are numerous and typically small companie ...
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William Gilsing, VP Global Channel Strategy, hawkeye Channel, USA
This hawkeye whitepaper will help you get your ducks aligned for 2013. We’ll talk about the role of channel performance in building a healthy channel ecosystem for your company and we’ll provide some examples of insights you can gain when using sophistica ...
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WHITEPAPER: Partner Relationship Management (PRM) Beyond the Portal: Creating Advantage by Leveraging Partner Individuality
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Olivier Choron, Founder & CEO, purechannelapps
Executive Summary The mechanics sound simple - build an effective channel by creating a tiered group of selected partners to deliver your objectives.The reality, seen by many vendors as a disadvantage, is that partners are not an homogenous mass, ready ...
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Bruce Cummings, President, BCA
Read this mini white paper by Bruce Cummings on the best practices of ranking and prioritizing your channel partners.
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Patrick Barwise, Professor of Management & Marketing, London Business School
Executive Summary Professor Patrick Barwise of London Business School explores what really makes businesses stand out from the crowd. He argues that, rather than having to offer something unique to attract business, customers generally buy the brand t ...
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Tony Clarke, Senior Consultant, ICLP
Different partners suit different products. This whitepaper explores the best ways of mapping products, marketing with and through partners and even changing the position your products map in. Illustrated with a range of case studies, it is both an int ...
Channel Focus, Channel Focus Community
Vendor and solution provider communities are jointly responsible for creating a strong and viable channel which is mutually beneficial for both parties. But they have contrasting view on what they derive from the channel and where they would like to see i ...
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Channel Focus, Channel Focus Community
This exclusive whitepaper identifies significant divergence between the attitudes of vendors and partners, as well as agreement in unexpected areas. It uncovers opportunities to improve partnering arrangements, and outlines some of the current and future ...
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Bob Snyder, Editor-in-Chief, Channel Media Europe Ltd
Executive Summary This white paper analyzes The Economist's special report 'Visions of the Digital Home', where the technological development of the home was labelled as mere science-fiction. Bob Snyder explains why The Economist has got it all wrong.
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Bob Snyder, Editor-in-Chief, Channel Media Europe Ltd
As the IT industry’s manufacturers diversify their product ranges into Consumer Electronics, many IT manufacturers seem to think they will make these CE products and sell them unopposed to our traditional IT channels. Instead, the advent of consumer IT ...