Channel Strategy
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The definition of what a "Channel" is and how it works over the past 20 years has changed considerably. With those changes, companies with channel operations have struggled to adapt. David Perrett of Channel Enablers talks about these changes and what they mean to you.
Rich Blakeman, Executive Vice-President of Channel Enablers, talks about adoption in his latest post, and what needs to be done to create value so adoption can be achieved.
As we close out the first quarter of 2013, Channel Enablers asked four thought leaders how they thought the year was going so far, and what they thought were some of the biggest challenges moving forward.
Let me know if this sounds familiar. Your company has a great solution for the markets you serve. Your company decides to use both direct and indirect routes to market. You recruit great partners and develop existing partners to sell the solution. The selling begins, and your phone starts to ring off the hook.
Unfortunately, they are not calls for orders as you'd hope, but calls from both direct and partner sales, complaining:
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.
Today's customer is changing the way they buy, with a huge array of information resources available to them. With buyers in charge of where and how they get their information, companies must develop a multi-channel marketing strategy that ensures visibility while maintaining consistent, compelling messaging.
The new buzz word in managing information for vendors and channels is "Big Data." It is the sum total collection of all the data that a company and their partners have piling up in their massive disk farms. It can include everything from Word and PDF files, to email messages, video, audio, photos, business transactions, customer information, and huge enterprise-class database systems. Additional files are constantly being created and added to the data collection in the course of running a business.
What role should the channel play in the big data to information process?
What role should the channel play in the big data to information process?
Recently, David Perrett had a chance to sit down with Sam Reese, the CEO of Miller Heiman, to talk about 2013, and the challenges that lie ahead for a company’s channel sales division in the coming year. The following comments are excerpts from a tape recorded interview.
A key benefit for organizations that develop a network of channel partners and affiliates is that they have more means to extend brand messaging and drive product/service awareness to new markets.
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.
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.
Major technological change can drive channel transitions. In this article republished with permission from eChannelLine, Integratedmar.com Managing Editor Mark Cox writes about IBM's seventh annual "IBM 5 in 5" projections; innovations that have the potential to change the way people work, live and interact during the next five years.