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

John DeSarbo, ,

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 ...

Category:Channel Sales
PRESENTATION: (Best) Practice Makes Perfect - A Five Point Checklist for Channel Marketing Success

Dan Hawtof, ,

www.bhengagement.com/services/channel/

The perception: You’re too busy. Managing campaigns, payouts, channel partners and sales leave you with zero time to affect change within your current program, much less implement a new one. The reality: If you don’t communicate a great channel program, n ...

Category:Marketing
WEBINAR: Top 10 Tips for the Most Effective Incentives in 2015

Theresa Wabler, ,

www.bhengagement.com/services/channel/

Looking for ways to make your channel incentive budget work harder and smarter in 2015? Standard sales SPIF programs aren’t working. Blackhawk Engagement Solutions has research-based insights into the best ways to drive pre-sales, sales and post-sales beh ...

PRESENTATION: 10 Tips for Capturing Reseller Loyalty

Dan Hawtof, ,

www.bhengagement.com/services/channel/

It’s no secret that getting your reseller partners personally invested in selling your products is good for business. But when Blackhawk Engagement Solutions conducted a recent survey of channel marketers, we found that only 52% of vendors are paying ince ...

WHITEPAPER: Ford and Jaguar: Building Brand Value

Sir Nick Scheele, ,

Building brands is not an easy business, especially when the product you're trying to sell is regarded as being unreliable. In this engaging whitepaper, former Ford chief Sir Nick Scheele discusses premium brands, marketing and the car industry, with part ...

Category:Marketing
WHITEPAPER: Driving Sales Force Effectiveness

MikeSpellecy, ,

Vendors and their customers have specific goals for their businesses and expectations for each other. Unfortunately, they don’t always align. In this whitepaper, Michael T. Spellecy of Maritz shares insights and strategies designed to better integrate the ...

WHITEPAPER: Channel Effectiveness - Extending the Reach

Mike Spellecy, ,

Michael Spellecy of Maritz shares strategies designed to help vendors and channel partners build better business relationships and facilitate the co-creation of next generation programs. This whitepaper sheds light on the research-based approaches that le ...

WHITEPAPER: Vendor and Partner Attitudes To Key Channel Issues

Rod Baptie, ,

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 ...

WEBINAR: Comparing Vendor & Partner Attitudes 2007

Channel Focus Community

www.channelfocuscommunity.org

This is exclusive content that has been conducted by CMP and Baptie & Co giving you a unique insight into partner attitudes to a whole set of key channel issues, challenges and programs, plus the views of the vendor community. Listen to this recording ...

WHITEPAPER: Lead Distribution Best Practice

Elay Cohen, ,

Lead management is a big pain point for many companies. Even if the leads are flowing in at a good pace, it often takes too long to follow up, or worse, some may fall through the cracks entirely. Without measurements, companies are unable to evaluate prog ...

WHITEPAPER: The 2009 Survey: Vendor and Partner Attitudes

Channel Focus,

www.channelfocuscommunity.org

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 ...

WHITEPAPER: Blogging Successfully

Bob Kaplitz, ,

Blogs and other new technologies have transformed online marketing and altered the way in which companies communicate with existing and prospective customers. Deployed correctly, blogs are a powerful tool in the battle to win and retain the attention of u ...

Category:Marketing
WHITEPAPER: The 2008 Survey: Vendor & Partner Attitudes

Channel Focus,

www.channelfocuscommunity.org

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 ...

WHITEPAPER: Delivering Products Customers Really Want

Lesley Hansen, ,

Lesley Hansen offers her thoughts and insights from 20 years of marketing experience in the IT/Telecom sector on ways that marketing can work to link engineering, sales and marketing to increase sales by delivering products the customers really want.

Category:Marketing
WHITEPAPER: Fix It Or You're Fired!

Russell Kern, ,

It’s nice to have your company and product pop up when a prospective customer is searching for information about your category on Google or Yahoo. But how do you accomplish it? What role does search play? How and why are your customers using it? At what s ...

Category:Marketing
WHITEPAPER: The Revolution Shaking Europe's PC Channel

Bob Snyder, ,

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 ...

WHITEPAPER: Convergent Technology Channels

Guy Swarbrick, ,

An analysis of convergent Technology Channels that answers a number of key questions. What are customer expectations – how should customer value propositions be configured to meet these? What should be the role of channel partners in delivering these ...

WHITEPAPER: Managed Services - An Analysis

Lesley Hansen, ,

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 ...

WHITEPAPER: Channel Trends & Fundamentals

Ladd Timpson, ,

Trends are undeniably important. But what is really key, argues Novell's Ladd Timpson, is to first ensure you have the fundamentals in place that will allow you to keep your partners happy and respond to industry developments. This whitepaper details b ...

Andrea Hoy, ,

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 ...