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The 4 Stages of LAER: Where Are You?

In our last blog, we explored TSIA’s LAER model (Land, Adopt, Expand, Renew) and the steps organizations can take to become truly “LAER Efficient”.
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Jim Stockwell
Jim Stockwell
Renewals

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Oct 12, 2016

Your Spreadsheets Are Leaving Money on the Table Every Month, and There's an Easy Fix

Some cloud-based vendors are able to implement a system that tracks and meters all channel sales and interactions—hardware, applications and/or subscriptions—in Read More
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Channel

Jun 27, 2016

Bringing the B2B Channel Sales Model Into the 21st Century

You decide to take a camping trip with some friends and realize your tent has a hole in the seam. So you jump online, spend a few minutes searching and reading Read More
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Channel

Jun 7, 2016

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
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Channel

May 26, 2016

Vendors: Use Our Formula for Success to Close More Renewals On Time

Renewal opportunities are not always the easiest to close. They are data-intensive and often require multiple phone calls and reminders up and down the channel for Read More
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Channel

Apr 3, 2016

VARS: Is Your Data the Enabler for More Profitable Channel Partnerships?

Tim Harmon, an analyst at Forrester Research, recently penned this blog on Channelnomics about the challenges to the profitability of channel partners - namely Read More
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Channel

Mar 29, 2016

Can You Get Vendors to Increase Incentives on Renewals?

There are some vendors that are great to work with. They have excellent partner programs in place and their processes are streamlined and easy. Then there are the Read More
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Channel

Feb 17, 2016

3 Steps to Winning Back Lost Channel Renewals

Losing a renewal can be a real pain, especially if it’s a big one. As a member of the channel such as a VAR or Distributor, it can virtually sever the tie you have Read More
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Channel

Oct 20, 2015

What VARs (& Distributors) Should Ask Their Vendors

Channel programs are not new - in fact, they have formed the backbone of channel partner strategies and long-term commercial relationships for decades. Within these Read More
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Channel

Sep 24, 2015

Your Channel is Not Your Long-Tail

We recently conducted a consulting study looking at a customer’s renewal rates by transaction value. The results pointed to reasonably solid renewal rates within mid Read More
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Channel

Aug 11, 2015

4 Tips on Deploying Customer Success Programs in the Channel

Customer Success as a form of customer life cycle management has been most prevalently applied in the context of direct B2B sales process, but how do you manage Read More
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Channel

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