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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

What About the Channel?

Earlier this week my marketing manager and I joined the US team to exhibit at the Technology Services Industry Association (TSIA) annual Technology Services World Read More

Channel

Distributing & Selling IT Has a Declining Profitability Curve

Here’s my tips for winning in the IT game Back when I started my first IT distribution company, we could get margins of around 20-30%. In those days, the market was Read More

Channel