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Overcoming the Microsoft CSP Billing Burden

Have you ever wondered how “tall” your customers’ consumption data would be if you were to print it out? Here’s a point of comparison for you: a VAR with just four Read More

Cloud

The KPIs That Renewals Teams Must Track to Increase Growth

How are you currently tracking progress for your renewals team? There are limitless metrics that can be tracked, but every company must identify which metrics will Read More

Renewals

Gearing Up for Changes to Microsoft CSP Direct

In May, Microsoft announced changes that it will be making to its Cloud Solution Provider (CSP) program, which will impact Direct partners. Let’s take a look at Read More

Cloud

How Do VARs Manage the Multi-Vendor Burden?

When a VAR works with multiple vendors, and potentially multiple distributors, the complexities of managing those relationships increase exponentially. No two Read More

Channel

Using a Recurring Revenue Model for Customer Retention

From software to personally styled clothing to streaming video, companies of all kinds are trying their hand at selling goods and services using consumption Read More

Recurring Revenue Management

Monthly Recurring Revenue in a Cloud World

We’ve seen the transformative power of the cloud in action. With the flexibility, scalability, and cost savings that this computing model offers customers, cloud has Read More

Recurring Revenue Management

Channel Surfing, Part II: Reeling in Channel Partner POS Data

It's no secret that analyzing POS (Point of Sale) Data from Channel Partners can be like playing "Whack-A-Mole" at carnivals. As soon as you think you have one Read More

Channel

The Data Explosion, Part 1: How to Manage All That Data?

“Experts are predicting a 4,300 percent increase in annual data production by 2020.” And… “By 2020, more than seven billion people and businesses, and at least 30 Read More

Data Management

Vendors - Are PDF Quotes Killing Your Distributors?

When I owned my previous company Distribution Central - a large VAD within the APAC region, we had roughly 30 vendors all wanting to send us (and other distributors Read More

Renewals

Achieving Data Integrity in a Digital World

Your data is your most valuable asset. In fact, in today’s digital economy, we are hearing that it could be more valuable than oil. Read More

Data Management