Partner programs within the indirect channel play a crucial role in driving business growth and expanding market reach. While financial investment is often considered a main factor for success, there is a compelling argument to be made that...
Portals / PRMs Insight
IT firms facing challenges around sales enablement and marketing
There have been a couple of interesting pieces of research recently regarding both the sales and marketing functions within IT businesses. The first is that we’ve seen sales enablement, both as an industry and organisational function, grow...
You want to move on, but how do you take your partners with you?
We’ve seen some seismic shifts in the IT channel in recent years. Last week we sat down with Juniper Networks’ global channels leader, Gordon Mackintosh, at the vendor’s Partner Executive Forum in Madrid. There, we talked about the company’s plans...
What are the 3 biggest trends for channel marketers in 2023?
Channel marketers will face some unique circumstances in 2023. That’s according to the founders of Coterie Community, who weighed in on what will matter to marketers over the next 12 months. A dedicated forum for partner and channel marketers,...
Why partner communications must evolve
There are a few things that characterise the IT channel. The partner ecosystem deploys cutting edge technologies to help customers achieve their business outcomes. Partners also understand the importance of customer relationships, often taking deep...
How can vendors better engage with partners?
We talk a lot about how the partner ecosystem in evolving. New partner types and business models are forcing vendors to re-evaluate how they can successfully engage channel partners. How can they remain current and relevant to their partners in...
Fixing the channel’s communication problem
There is no one-size-fits-all in successful modern partner programmes. The need to cater to an expanding channel ecosystem means the way vendors can no longer rely on a blanket engagement strategy – and this includes how they communicate with...
Vendors and their Partners – Worlds Apart
This is a story of two worlds and how they impact each other. Firstly welcome to Vendor’s world, where you eat, sleep and breathe your product. After all you have spent a lot of time perfecting and crafting it into technology solutions that make a...
Is it time the channel created their own partner portals?
Partner Portals have always typically been driven (and paid for) by vendors. But the question was raised recently if that’s all about to change. I suggested we might start to see channel partners and distributors creating their own portals. “They...