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Archive for the Blog Category

Whitepaper on Advertising through Your Channel

Whitepaper on Advertising through Your Channel

Advertising and marketing to and through your channel is one of the best investments a channel executive can make to accelerate growth – as long as it is funded based on performance. There are many opportunities to spend your money on marketing, but far fewer are tied to […]

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Whitepaper on Awarding Your Resellers

Whitepaper on Awarding Your Resellers

Awarding your channel resellers with the right compensation, margin, and incentives will have a significant impact on the sales productivity of your indirect channel. Resellers know that they play in competitive markets where price competition is the common battleground. They are balancing their desire to generate new […]

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Whitepaper on Activating Your Channel

Whitepaper on Activating Your Channel

Activating your channel is the biggest opportunity to generate accelerated revenue for your business this year. For the majority of companies using an indirect channel to sell and service their business, 20 percent of the resellers receive 80 percent of the revenue. Imagine the impact to your […]

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Whitepaper on Attracting the Best Channel Partners

Whitepaper on Attracting the Best Channel Partners

Attracting channel partners starts with an understanding of your reseller’s needs and motivations to succeed. Many of the best channel partners started their business because of their passion for technology, services and/ or deep industry expertise. More often than not they are relying on this expertise and […]

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The New Reseller Economics of Cloud and How to Help Your Channel Succeed

The New Reseller Economics of Cloud and How to Help Your Channel Succeed

The new economics of selling cloud through channels is impacting all resellers – even those who are not offering cloud-based solutions.   There is no escaping the impact of cloud on any reseller, solution provider, agent, or dealer’s business.   Here are some interesting statistics on cloud-based applications and […]

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The 10 Minute Business Case Selling Web Tool for Channel Sales

The 10 Minute Business Case Selling Web Tool for Channel Sales

Business case selling is the ability to demonstrate the revenue enhancement, cost reduction, efficiency improvement, and ROI that will be generated with the use of your product or service.   Selling these benefits in a general way is relatively easy and well understood by your target customer.   However, […]

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Web Tools to Gain a Bigger Commitment from Your Resellers

Web Tools to Gain a Bigger Commitment from Your Resellers

A channel chief’s dream is to have an entire network of resellers who are highly committed and proactive in selling and servicing your brand in their local market.  Just imagine what a larger focus from your resellers could mean to generating accelerated growth for your business.  The […]

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Business Case for Investing in Your Indirect Channel

Business Case for Investing in Your Indirect Channel

As channel executives, we all know in our head and hearts that virtually any investment in the channel will generate a very strong ROI for our businesses. But reluctant finance executives want more proof, a stronger plan, and evidence that an investment in the indirect channel will […]

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A New Channel Selling Model: Web-Enabled Selling Tools

A New Channel Selling Model:  Web-Enabled Selling Tools

The traditional indirect channel growth model starts with attracting the best resellers, training them on your products and programs, and incenting them sell your solution to their customers. Unfortunately, this approach has a fatal flaw. It requires your resellers to invest time, energy and effort in training […]

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