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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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Measuring Channel Success: Reach, Frequency, Yield

Mindshare for today’s channel comes at a premium. If you are a Channel Manager looking to grow your business it seems easiest to go after your best partners and ask for more business.  Many times, your partners will sell into their existing accounts and become deeply involved in deployments, leaving little capacity to sell more.  Focusing on the broader issue of creating channel capacity by increasing number of Channel Partners, shortening sales cycles and generating more...
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Is Specialization the Key to Success?

It’s fascinating watching the progress of the 4,500 partners in our Cloud Services Community. Who’s going gangbusters and who’s doing not so well? And as we’ve dug into this we’ve discovered some patterns amongst the partners who are doing well in the Cloud. The number one element is specialization. After all if you’re talking to the business owner – not the tech guy – they want to talk business. The more you know about their business...
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How Solution Providers Can Capitalize on the Internet of Things

Booming demand for integrated solutions powered by the Internet of Things (IoT) is creating exciting opportunities for IT channel partners to build new revenue streams. Leading IT industry analysts such as Gartner are proclaiming an IoT revolution that will lead to unprecedented innovation in the channel. Gartner lists IoT among its top 10 strategic technology trends for 2016. What is IoT? IoT is a catchy phrase used to describe a world of hyper connectivity in which...
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Hello from Revitas! We are Pleased to Join the Channel Focus Community!

Hello from Revitas! We are Pleased to Join the Channel Focus Community! First, an introduction. Here at Revitas, we are all about revenue acceleration. We help organizations accelerate revenue through diverse, multi-level sales channels, by delivering enterprise-class solutions that tailor channel and contract management to the needs of the business. For over 25 years, we have enabled companies in the most challenging, channel-intensive industries to achieve best-in-class performance and sustainable competitive advantage. Our first encounter with...
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