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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

Partner Portals: Why They're a Waste of Channel Time

The multi vendor burden is real – with distributors and VARs spreading themselves thin trying to manage increasingly evolving price lists, cloud consumption, Read More

Channel

Digital Transformation and the Channel

Digital transformation (DX) has evolved from simply being a buzz word to a reality for any business striving to remain competitive. As organizations explore how to Read More

Channel

Take a Walk in Your Partners’ Shoes

Technology growth isn’t slowing down. It’s poised for new, explosive growth as the Internet of Things, Artificial Intelligence, Smart Cities and other advancements Read More

Channel

Is It a Bad Idea to Outsource Renewals Management?

Many companies do not commit enough attention or resources to managing their renewal opportunities. Even though we know that it costs more to acquire a new customer Read More

Renewals

IT Consolidation: Ideal vs. Reality

Think about the many tools and technologies that you use daily. If you are in the channel, you probably use different systems to send net new or renewal sales Read More

SaaS