As a result, it is becoming more important that sales teams have real-time access to partner portals, marketing resources and product information. With research from Frank N. Magid Associates confirming that more than 74% of U.S. mobile users have smartphones and 52% own tablets, it is evident that making the channel mobile-ready is going to be a necessity for success in 2014 and beyond.
Kaspersky Lab North America is delivering on the new mobile imperative by making significant enhancements to its partner portal. In October, the endpoint protection solution provider unveiled a new sales and enablement mobile site to provide partners with solution-focused sales and marketing toolkits, which they can access anywhere and at any time.
Read more →
For any organization that resells products or services, it’s important to maximize your gross margins and ensure cash flow is healthy. At the same time, you want to deliver the highest quality service possible to your customers at the lowest cost to your business, while differentiating your company in a positive manner.
Customer relationship management (CRM) done right can transform your performance and play a vital role in successful and profitable revenue generation. However, CRM has acquired a bad rap over the years as companies experienced lengthy implementations that expanded requirements for systems integration services — and costs — and saw declining end-user acceptance and use.
Read more →
NetComm Wireless, a developer of broadband products for telecommunications carriers, has entered a distribution agreement with SYNNEX Corporation, an IT products and services provider.
As part of the agreement, SYNNEX will deliver NetComm’s wireless M2M devices through the Verizon Wireless sales channel, as well as leading U.S. resellers and system integrators. The agreement will supply NetComm’s newly launched M2M CDMA Router (NWL-11) to the US market.
The NWL-11 is the first NetComm Wireless product available for purchase in the U.S. The device enables users to connect their equipment to gather real-time business knowledge and restructure business maneuvers. Remote system monitoring, remote diagnostics, remote configuration and firmware updates, also are available.
“Growing our M2M business in the U.S. is one of our key strategic priorities and our relationship with SYNNEX significantly strengthens our position and extends our reach across North America,” said David Stewart, CEO and Managing Director of NetComm Wireless, in a statement. “This new collaboration, combined with the launch of our two flagship M2M devices with wireless heavyweights, Verizon Wireless and Vodafone, will ensure greater M2M efficiencies for industry and enterprise applications across the U.S. and globally.”
As a prominent player in the payment processing and marketing space, Swipely takes a two-pronged approach to growing its business: through direct sales and marketing initiatives, and now, its channel.
Despite the fact that the Swipely channel program was only formalized in 2013, the company has found success in helping companies that serve restaurants, bars, liquor stores, boutiques and salons, according to Jonathan DiOrio, VP of Business Development for Swipely. The company currently has more than 75 partners, registering up to 25 new accounts a month since the program’s inception.
The partners that Swipely seeks out “already have trusted relationships with local merchants,” explained DiOrio in an interview with Channel Marketer Report. “They have text message relationships with key decision-makers who would be our target customers.”
Quantum Corp., a big data management and data protection solutions provider, has launched the Quantum Alliance Partner Program, a program that will deliver managed service providers (MSPs) and value added resellers (VARs) a cloud backup service to help accelerate company growth.
The Quantum Alliance Program will allow MSPs and VARs to sell Backup-as-a-Service (BaaS) under their own brands, reducing up-front costs new customers spend on hardware, while increasing the partner’s value towards the customer. The cloud backup service runs on virtual deduplication appliances and vmPRO backup software provided by Quantum.
“We wanted to offer cloud backup services, but the startup costs were substantial,” said Scott Soenen, CTO at BlackBridge Networks, in a statement. “Quantum’s program allowed us to add a new backup service while minimizing up-front investment. The support from Quantum has been great, and now our customers have a new option for managing data growth with flat budgets.”
Members of the program will have the means to easily deliver backup and disaster recovery services to their customers, including:
Mobile point of sale (POS) has been a hot topic in the retail space for a few years now. Retailers, restaurants and hospitality brands, are taking cues from their consumers — who are becoming more connected to the web and their mobile devices — by integrating mobile with customer interactions.
Infinite Peripherals is one company at the center of the mobile POS revolution. Selling mobile peripheral devices, receipt printers and receipt printer-related components, Infinite Peripherals provides the necessary items to turn tablets and smartphones into robust POS solutions. For example, sporting goods retailer Moosejaw implemented Infinite Peripherals hardware to improve the in-store shopping experience.
A fundamental contributor to Infinite Peripherals’ growing presence in the over-crowded mobile space is its channel. In early 2013, the company hired Victor Bobadilla to drive the channel side of the business.
As channel manager, Bobadilla has helped Infinite Peripherals establish a channel network that consists of resellers and distributors nationwide.
“Right now we have two key distributor partners that we try to regionalize: one on the east coast and one on the west coast,” said Bobadilla in an interview with Channel Marketer Report. On the reseller side, although Infinite Peripherals has many partners that “range from regular business, to one-off partners,” the company has approximately 50 loyal partners.
But as the Infinite Peripherals channel world grows, how will the company ensure that their partners remain engaged?
“We take a real grassroots approach to resellers,” Bobadilla said. “We keep all reseller partners in the loop regarding what we’re doing from a product perspective. And on the marketing side, we do a lot of handholding, so to speak. We talk to people on a daily basis regarding technologies and trends.”
Partner engagement and education comes in many forms—from trade shows, to email announcements, to online and in-person training—to ensure resellers are “aware of all hardware and technological capabilities.”
Because the mobile space is becoming so over-saturated, Infinite Peripherals is focused on winning partners that are “knowledgeable in the mobile space,” Bobadilla explained. “We don’t just want people to move products. We want them to have an understanding of what technology is needed for mobile POS to be successful.”
To help drive this “knowledge is power” mindset, Infinite Peripherals sends email blasts to give partners the scoop on new hardware. Bobadilla also noted that trade shows, such as RetailNOW, are “very valuable” in the partner engagement process. “Any time we do major tradeshows we set meetings with them.”
Events also are very important in the lead generation process. Typically, Infinite Peripherals will generate the opportunities — either at a tradeshow or through the web site inquiry page — and trickle those leads down to partners.
Through 2014, Bobadilla is focused on winning more partners, as well as increasing partner loyalty, especially as new Infinite Peripherals solutions go to market. For example, the company will soon be releasing a POS scanner designed for iPad minis.
William Gilsing, VP of Global Channel Strategy, hawkeye Channel
The emergence of cloud-based solutions and the recurring revenue model has altered partners’ business models and what it takes for them to be successful. Vendors are finding it’s more important than ever to employ a best-in-class methodology to ensure they’re recruiting and onboarding the right partners — the partners equipped to thrive in a rapidly changing marketplace.
Whether they’re recruiting new partners due to recent attrition or evaluating existing partners to gauge future performance, we’ve found that profiling success in the age of channel transformation hinges on the following five best practices.
1) Identify, onboard and retain the right partners — ones with the attributes to grow a cloud solutions/services business.
Vendors should start by creating an ideal partner profile comprised of attributes they have determined to be important to succeed in their channel program. Without a clear understanding of which partner attributes comprise the “ideal” partner, vendors will have difficulty identifying top producers.
An ideal partner profile must be updated at least once per year because the right types of partners are changing with the channel. Attributes that were once key, such as on-premise technical support, are fading. However, the following five traits are common to partners who will be successful in the “new channel.”
The Problem: Traditionally, leads generated at events have been unqualified and lack context. As a result, vendors and partners struggle to understand which prospects are ready to have detailed sales conversations, and which are simply looking for more content and information.
The Solution: The atEvent Check-In app solves these problems by allowing event staff to include event and prospect intelligence in the lead, including topics discussed and specific follow-up actions so that the sales force can nurture leads in a more impactful way.
This app can be used offline to enable staff to use the system events where there is no connectivity, or if connections are spotty.