WEBINAR: Diamonds in the Rough – How SMB Buyers Choose Cloud Service Resellers

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John DeSarbo, Principal, ZS Associates

As the cloud services market matures, small and mid-sized business buying behavior is evolving rapidly. IT vendors are investing heavily to enable and expand their SMB channels to capitalize on ever increasing demand for new SaaS and IaaS offerings. Unfor ...

PRESENTATION: Rethinking Channel Strategy for the Internet of Things

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John DeSarbo, Principal, ZS Associates

The buzz in the channel regarding the Internet of Things is getting louder every day. Analysts are predicting the market for IOT solutions will exceed $7 trillion by 2020. Tech vendors are forming alliances that span industry sectors to capitalize on the ...

WEBINAR: Four Keys to capacity planning that will make your partner business more effective

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Richard Flynn, Senior Principal, The Spur Group

Learn what are the four critical metrics you should measure for robust capacity planning. This will help you better determine which partners you should manage, how you should distribute your resources and how you can truly measure your partner’s performan ...

WEBINAR: Is Your Channel Sales Team Listening? Startling Findings from Recent ZS Associate Research

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John Desarbo, Principal, ZS Associates

ZS Associates recently surveyed 215 North American IT channel partners to assess how well the channel feels vendors are listening to partner concerns and acting upon their suggestions. Collectively, surveyed partners provided feedback on close to 500 vend ...

PRESENTATION: The Five Disciplines of Channel Management

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Richard Flynn, Senior Principal

thespurgroup.com

Drive Your Partner Investments to a Competitive Advantage and Improve Your Company’s Efficiency and Effectiveness In today’s business environment, winning with partners is key to winning with customers. Companies today are more dependent than ever o ...

WEBINAR: Channel Sales Forecast - Only Partly Cloudy

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John Desarbo, Principal, ZS Associates

Demand for cloud services is booming but adoption in the channel is still low. Why? In recent months there have been countless articles, webinars, blogs, tweets, etc. highlighting the challenges solution providers face when transitioning from their tradi ...

WEBINAR: Best Practices to Recruit A Successful Channel Partner

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Richard Flynn, Senior Principal, The Spur Group

thespurgroup.com

What happens when it comes time to actually talk to a targeted recruit organization? What is the best way to frame a conversation about forming a new partnership? Who should be part of that conversation? And if things go well, how do you make sure the con ...

WEBINAR: Business Outcomes - Who are Your Partners Selling To? The Demise of CTO and the Rise of the C-Suite Decision Makers

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Richard Flynn, Senior Principal, The Spur Group

The customer has fundamentally changed. The partner of tomorrow requires a different business model because customers are expecting more from their partners. You need to retool your channel offerings to remain relevant. End users are asking for total solu ...

WHITEPAPER: Three Partner Perspectives That Could Transform Your Channel Management Model and Boost Sales

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John Desarbo, Principal, ZS Associates

What happens if your sales channel partner is giving you information that could significantly improve sales, but you aren’t listening or you can’t understand what the partner is saying? High-tech vendors rely heavily upon their channel partners, to the ...

WHITEPAPER: How Microsoft Leverages Channel Analytics and Insights to Navigate Today's Changing Partner Business Models

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John Desarbo, Principal, ZS Associates

Emerging partner business models can challenge even an award-winning global partner program like Microsoft's' as cloud computing, Big Data, social integration and mobility are rapidly transforming the IT channel. Learn how Microsoft navigates this ever ...

WEBINAR: Choosing and Implementing the Right Channel Incentives

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Dan Overgaag, Steven Kellam, Principal, VP of Alliances, The Spur Group, 360insights

How do you choose the right incentive programs to motivate your channel? How do you ensure those programs are executed flawlessly and achieve the desired results? These are the big questions taken on by this webinar. The Spur Group will introduce its 4C ...

WHITEPAPER: Three Partner Perspectives That Could Transform Your Channel Management Model and Boost Sales

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Erik Long, Principal, ZS Associates, USA

www.zsassociates.com

What happens if your sales channel partner is giving you information that could significantly improve sales, but you aren’t listening or you can’t understand what the partner is saying? High-tech vendors rely heavily upon their channel partners, to the ...