Channel Relationships
ChannelChat: dinCloud CMO Ali Din Prioritizes Partner Onboarding to Boost Partner Engagement, Retention
Things are busy at dinCloud, a Cloud Services Provider (CSP) that helps organizations rapidly migrate to the cloud through a strong network of Value Added Resellers (VARs) and Managed Service Providers (MSPs). As the company makes a deeper commitment to hosted spaces, it is expanding its portfolio, says Ali M. Din, CMO, to give its […]
ChannelChat: Partner Feedback Drives Enhancements to Gemalto Channel Program
With the strongest growth at Gemalto, a digital security firm, coming in regions where the company had a channel-centric philosophy, its already robust Cipher Partner Program was clearly instrumental in the success of its partners. But as the digital security market has become increasingly more technical and crowded with more and more competitors, Gemalto recognized […]
ChannelChat: Strategic Partner Selection, On-Boarding Are Key to Aptos Channel Success
The rapidly expanding global partner program at Aptos, Inc., a market leader in retail technology solutions, captured the spotlight at the company’s annual global sales kick-off meeting in October. For fiscal year 2017, Aptos and its partners collaborated on a record number of projects. And in 2018, the company predicts that a greater share of […]
Case Study: To Win SMB Business, Xerox Overhauls Channel Partner Platform
With more than 5,000 partners helping to boost Xerox’s global annual sales to $11 billion, it’s hard to imagine that the enterprise operated anything less than a well-run channel program. But when the company determined that the small and midsize business segment represented a significant opportunity for growth – and that 75% of the overall […]
Partner Loyalty Isn’t the Same Thing as Your Rewards Program!
By Tracy Delphia, Market Analyst for B2B and Channel, ICLP “I want to start a partner loyalty program.” We get calls with some version of that query regularly at ICLP. What the caller invariably is asking about is some kind of incentive program for their partners. “Loyalty” and “incentives” have become conflated in the minds of many […]
Channel Management for Hire
By Norma Watenpaugh, founding principal and CEO, Phoenix Consulting Group If you are like most channel management organizations, you are continually pressed to do more with less. Although two-third of IT products and services are sold through channels, my guess is that you don’t have two thirds of the sales and marketing budget to enable […]
ChannelChat: The ESET Partner Council: Listening and Learning To Fuel Growth
Talk about not resting on your laurels! At the same time that ESET, an IT security company, announced a record 40% year-over-year increase in channel partner growth, the company also heralded the launch of its new Partner Council. The advisory group, said the company, would include 10 active partners initially who would participate in quarterly […]
James F. DeSocio, former Relayware Exec, Named CEO of Intellinetics
James F. DeSocio, who was most recently, the chief revenue officer at Relayware, has been named president and chief executive officer of Intellinetics. He has also been appointed to the company’s board of directors. Intellinetics, a Columbus, OH, software company, offers a platform that supports document-centric processes for embedded work teams in businesses of any […]
The Integration Imperative: Why Channel Partner Processes and Technologies Must Be Silo-Free
Laz Gonzalez, Chief Strategy Officer at Zift Solutions With the channel in a constant state of flux, it’s no wonder that today’s CMOs are dealing with more demands, complexities and technology than ever before. Channel technology vendors have been quick to deliver all sorts of software and solutions to help (and win the business of) […]
Finding the “Right Partner” Needles in the Channel Haystack: The 14 Rules for Partner Recruitment that Net the Best
Finding channel partners that fit your strategy mold is hard enough. It’s getting even more challenging due to the increasing demand for the diminishing supply of capable channel partners. This research by Nuvello, a global network of industry analysts and consultants, in association with ICLP, a leading end-to-end loyalty agency, examines the practices employed by […]
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