Tag Archives

Exabeam Hires Imperva Alum To Lead Channel Program

Exabeam, a provider of user behavior analytics solutions, has hired channel veteran Ted Plumis as its new VP of Channel, Business and Corporate Development. Plumis joins Exabeam following news that the company has initiated reselling partnerships with Carahsoft, GuidePoint Security, Blackwood Associates and Someford Associates.

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Following Monumental Growth Year, Relayware CRO Shares Goals For 2015

Over the past six months, partner automation software company Relayware has experienced pivotal growth. In May, the SaaS company announced its one millionth partner on its Partner Cloud, and maintained a strong pace of international growth. Within the same period of time, Relayware noted an expansion in its consumer base beyond large and established technology […]

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OneView Recognized As hybris ISV Solution Partner Of The Year

OneView Commerce, a digital commerce solution provider for retailers, has been selected by hybris, an SAP company, as its Independent Software Vendor (ISV) Solution Partner of the Year. The news was released at hybris’ annual global partner summit in Munich, Germany. With the award, hybris recognizes the integration of the hybris platform into the OneView […]

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Globalscape Focuses On Creating A Thriving Channel

Over the past year, Globalscape, a secure information exchange company, has focused on bolstering its channel business. Despite having a loyal and diverse global customer base, the leadership team decided in early 2014 to expand sales initiatives and specifically, invest in developing a North American channel. Now at the tail end of the year, Globalscape […]

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Three Steps To Ensure Your MDF Allocation Drives Growth In 2015

By John DeSarbo, ZS, and Darren Yetzer, Semdrive  IT buyer behavior continues to change, and vendors are acting accordingly. Customers increasingly look to online resources to help guide their IT purchase decisions. They research online, utilize social channels and avoid speaking with sales representatives until they are ready to buy.  In response, the technology industry […]

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Deal Registration Is A Multi-Use Tool In Your Partner Program

By Tim Lowe, Vice President of Consulting, PartnerPath What are you guaranteed to have if you have more than two partners in your channel partner program? This sounds like the first line of a joke — but it’s not. Having more than two partners in your channel partner program guarantees you will have channel conflict! […]

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Chasing The Elusive Return On Channel Investment (ROCI)

By Jim Somers, Relayware As summer begins to wind down, many of us kick into gear with that dreaded annual exercise: Budget planning. (Group groan) If you’re an experienced channel executive, you know the channel budgeting process can be arduous and downright painful at times, especially if your CFO calls you to the mat to […]

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Channel Incentive Program Best Practices

By Jim Sullivan, Director, Channel Sales, Kaspersky Lab North America  It’s no secret that we’re in a highly competitive market in technology sales. It takes more than groundbreaking technology and innovative products to make the channel sales engine operate. Vendors can’t afford to put an incentive or program in place and simply hope for the […]

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Microsoft Launches Surface Pro 3 Without Channel Strategy Change

Larry Walsh, Channelnomics  Microsoft Corp. has started a new war — the secret weapon is a sleek hybrid computer that supersedes the value of existing tablets and legacy laptops — and it’s choosing to open this new front without its reseller army. Today, Microsoft took the wraps off Surface Pro 3, a larger, lighter and […]

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Are Channel Incentive Programs Leaving Sales On The Table?

Most vendors are falling short in their partner engagement strategies, leading to lost sales opportunities, according to research from parago, a rewards-based incentives company that designs, implements and manages programs for the channel. Specifically, lead generation and deal registration strategies are not as successful as they should be, according to respondents, because they are still […]

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