Tag Archives
Understanding And Addressing Partners’ Marketing Strengths And Weaknesses
Countless research studies have honed in on the gap between vendors’ expectations of sales and marketing success, and partners’ overall capabilities to meet and exceed these expectations. To ensure successful channel marketing initiatives, organizations must “look at what partners have and what else they’re going to need to be successful,” said Heather K. Margolis, Founder […]
Desktone Unveils New Partner Program To Accelerate Desktops as a Service Deployments
The consumerization of IT is changing the way people buy and manage desktops. As a result, SMBs and large-enterprise service providers are considering the benefits of Desktop-as-a-Service (DaaS) models. As a provider of DaaS offerings and virtual desktop infrastructure (VDI) solutions, Desktone has announced its new partner program: The Desktone Powered Program. Developed to provide […]
Rethinking MDF: New Research Shows Channel Marketers Placing Increased Focus On Long-Term Impact Of Incentives
Prizes, trips and financial spiffs have become staples as methods of incentivizing partners to meet or exceed sales goals and thresholds. However, with better tracking and benchmarks in place to measure the actual impact on revenue and demand generation, many channel marketers are starting to re-examine short-term incentive programs. In addition, the ongoing Marketing Development […]
Channel Trenches: If You Build It, Will They Come? The Trials Of Building An Indirect Sales Channel
By Tony Serino, Founder, Serino Channel Services An ISV focused on product development solutions (Computer Aided Engineering (CAE)/Lifecycle Management) needed to drive top-line sales with and through its channel of technical resellers and IT service companies to meet its dramatically increased sales budget. The organization had a small window of opportunity to motivate, mobilize and […]
SAP Executive Reveals Shift To Customer-Centric Marketing
Growth and innovation were key themes and objectives for the more than 1,000 sales and marketing executives attending this year’s SiriusDecisions Summit, which took place May 22 -24, 2012 in Scottsdale Ariz. A theme that was even more prominent, however, was the continued integration of B2B and B2C marketing strategies. During his keynote speech on […]
Distributors Playing A More Prominent Role In Channel Demand Creation
As suppliers vie to increase partnerships across markets and geographic locations, distributors are becoming more vital to the success of channel demand initiatives. At the 2012 SiriusDecisions Summit, Maria Chien, Research Analyst for Channel Management Strategies at SiriusDecisions, spotlighted how suppliers can use distributors to drive communication and brand penetration among partners, prospects and even […]
Kaspersky Partner Conference Brings Connectivity To The Forefront
Kaspersky Lab, an antivirus software provider, will be holding its annual partner conference May 10-13, 2012, at the Atlantis Resort in the Bahamas. The four-day event will include two days of in-depth educational sessions, intimate discussions with company executives and memorable excursions to further the organization’s relationships and build stronger connections among partners, according to […]
ChannelViews: Social Media Goes Mainstream for Channel Marketers
By Lindsay Taitel, Marketing Communications Program Manager, eCoast For even the largest global corporations, social media is now an essential part of brand recognition, customer relationship building, employee relations, sophisticated marketing campaigns, and buzz building. Today, social media is being used to sell enterprise IT products and services just as effectively as it is being […]
Solution Spotlight: TreeHouse Interactive’s Reseller View Manages Partnerships and Maximizes Channel Marketing Automation
To maximize channel penetration, it has become vital for manufacturers to develop optimal partnerships with resellers and distributors. However, formulating and nurturing these relationships is futile unless business owners implement the correct solutions to track and manage them. TreeHouse Interactive, a provider of SaaS CRM solutions designed for companies who sell through the channel, features […]
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