iasset.com | Blog

Get the Right Support for Your Renewals Team: Who Do You Need to Drive Your Renewals Platform Implementation?

While the right technology can certainly make a huge impact on a company’s bottom line, a simple install is never enough to set the stage for effective use and Read More

Channel

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

Channel

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

Channel

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

Channel

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

Channel

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

Channel

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

Channel

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

Channel

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

Channel

Is the Incumbency Policy Good or Bad for the Channel?

I’ve been writing about this topic a lot lately, but on time renewals processed through the channel are much less common in reality. Based on some analysis we’ve Read More

Channel