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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

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

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