Channel Marketer Report

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From First Day To First Sale: Developing A Successful Onboarding Program

By Jon Whitlock, VP, B2B Marketing, Kaspersky Lab North America Partner onboarding is one of the most important steps in the channel partner-vendor relationship, and as is the case with most relationships, first impressions are everything. A poor onboarding experience can hinder a new partner’s success, make the vendor question their investment in the new […]

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Vendors Address Channel Conflict With New Rules Of Engagement

Channel conflict is a common issue for vendors, value-added resellers and system integrators alike. In fact, approximately two-thirds of channel firms had reported losing between one and nine deals due to channel conflict during 2012, according to research from CompTIA. The Channel Conflict & Deal Registration Study, which collected insights from 400 IT solution providers, […]

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Channel Thought Leaders Share Predictions For 2013

The channel universe is evolving at a rapid pace. In an effort to hone in on key trends and expectations for 2013, we decided to ask some key executives from leading agencies, consultancies, and even solution provider companies to share their insights on channel sales and marketing trends. Each executive has a breadth of experience working […]

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