For many companies, channels are the new competitive battleground as they compete for partner investment and focus. Greg Nutter discusses how channels best practice consultants can help to rapidly create or improve channel performance.

Resellers are heard to voice, ‘show me the money’ when it comes to cloud and vendors need to do a better job of mentoring their channels as to how to monetize cloud propositions and overcome the fear of financial change. (By Ian Moyse, Cloud Industry Forum and Eurocloud Board Member)

Miller Heiman Research Institute to provide research-based intelligence to sales leaders in complex sales environments

This month Miller Heiman announced the launch of the Miller Heiman Research Institute, which will expand and extend the company's core research. Joe Galvin, a renowned business-to-business sales analyst and acknowledged industry thought leader, was recently named the Miller Heiman Research Institute's chief research officer.

 Successful channel management is built on effectively and efficiently repeating and automating process.  Regular reporting, communication and meetings keep all parties informed and committed to task, and trust is built by predicably and reliably repeating the basics over and over again.  Consistent application of programs and resources demonstrates fairness, and plans and processes must be regularly reviewed to be effective.  In short, the mundane is a critical part of successful channel management.

Channel Enablers welcomes Rich Blakeman as Senior Vice President for North America. Rich will be responsible for growing our business in the North American region, specifically but not exclusively focused at growing the technology vertical.