By Patricia Hume, President, Trapit Editor’s note: Following is part one of a three-part series focusing on the importance of content discovery and curation for the channel. Part two will be published in the August 21 newsletter. According to a recent Linkedin survey, 190 channel managers stated that the biggest challenges they faced with their channel […]
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 […]
By Dana Harder, Senior Editor In an environment that is increasingly competitive, many vendors are facing the same challenge: securing and maintaining mindshare among partners that are representing tens, or even hundreds, of other vendors. Regardless of a vendor’s channel strategy, organizations can garner long-term engagement and loyalty by empowering VARs to sell and market […]