Tag Archives
Partner Channel Manager For Metafile Shares Company Training Methods
The debate of “partner quality versus partner quantity” has been constant in the channel ecosystem. While it is easy to garner a network of thousands of partners, developing a solid community of loyal and profitable VARs is an entirely different story. That is why Metafile, a document management solution provider, takes a crawl-walk-run approach to […]
Time To Rethink Channel Partnership
By Lawrence M. Walsh, Editor-in-Chief, Channelnomics.com Influencing behavior changes often takes place through a system of rewards and penalties. Do something right, you get treated well and are allowed to advance. Do something poorly or, worse, negatively, and you’ll be punished. It’s the classic “carrot and stick” approach. The channel is built on just such […]
Kaspersky Lab Releases New Deal Registration Program
Channel conflict remains a top challenge for vendors today, with partner sales teams competing for new opportunities and loyal customers. To ensure more efficient deal control and decrease opportunities for partner-to-partner deal conflict, Kaspersky Lab, a provider and developer of secure content and threat management solutions, recently announced enhancements to its reseller deal registration program. […]
The Cloud And Managed Services: The Incentive Impact
Industry shifts and market changes — such as the continued shift to cloud operations and managed services — also are motivating vendors to rethink their incentive strategies. Rather than implementing short-term initiatives, organizations are honing in on more long-term, loyalty-generating strategies that will contribute to yearly lead gen and sales goals.
How To Get Vendors To Sell Your Services
By Ed Thompson, Director of Demand Generation, The Pedowitz Group Editor’s Note: Due to a special arrangement with CRN, Channel Marketer Report is publishing a recent article from the site, written by Ed Thompson of the Pedowitz Group. On the surface, reselling a vendor’s products is a relatively straightforward process. I source a lead, work […]
ChannelViews: Channel Incentives In An Evolving Landscape
By Tracy Delphia, Senior Marketing Analyst and Vaughn Aust, VP, Client Solutions, hawkeye Like most ecosystems, the channel is continuing its evolution to adapt to a changing environment. The Great Recession, which started around 2008, punctuated channel change and quickly drove adoption of Software-as-a-Service and created quite a cloudy outlook for the channel. We are […]
SiriusDecisions Data Shows Vendors Analyzing New Levers To Drive Participation & Results From Partner Programs
Research from SiriusDecisions indicates that average partner program adoption averages 40%, but can be as low as 20%. Although recent research points to a need for deeper partner analysis, vendors are also faced with the obstacle of encouraging partner participation in reporting sales and marketing progress. “The key concept is whenever you ask for something, […]
McAfee Increases Rewards For New Business To Encourage Partnership Profitability
McAfee has recently announced alterations to its Commercial and Enterprise deal registration program by increasing margin protection on new partnerships. The security technology provider is boosting margins up to 25% to encourage partner acquisitions and increase profits within the channel. The program is designed to reward channel partners for securing new business, according to a […]
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