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Unfortunately, they are not calls for orders as you'd hope, but calls from both direct and partner sales, complaining:
- The partner or direct sales team is getting in the way of deals
- The partner or direct sales team is not doing enough to identify and close deals
- How am I going to be compensated, and how much, on deals?
Red Hat® is the world's leading provider of open source solutions, using a community-powered approach to provide reliable and high-performing cloud, virtualization, storage, Linux®, and middleware technologies. The majority of revenue now flows through RedHat's highly developed indirect sales channel.
In this interactive client case study Ric Noble, RedHat Program Manager for Global Channel Sales and Business Development speaks about how and why they engaged Channel Enablers and the business outcomes they achieved.
What role should the channel play in the big data to information process?
However, to truly succeed at reaching specific audiences in particular geographic areas, vendors must empower partners to go-to-market, both via traditional means such as print advertising, as well as digital methods like SEO, SEM, and social media.