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Vendor/Partner Relationships Are Tricky Things
Relationships are tricky; all we have to do is look at today’s divorce rate to know we are in murky waters if we are depending on that relationship for success. Add technology and few long-term...
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What Makes a Partnership Work?
CCI has built a business on managing the relationship between a vendor, their channel incentives, and their channel partner. Over time, I have often wondered what creates a good partnership – what...
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Identifying Joint Revenue Growth Areas Is Essential
by Lynn Shively, Channel Enablers As a channel manager, you are expected to help your channel partner come up with more places and more ways to sell your company’s products and services. It seems like...
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Whose job is it to sell partner investment? Mine or my channel sales team?
by Braham Shnider, Channel Enablers Why is that much of the real selling to partners, whether it’s transitioning to the cloud or expanding the product portfolio, is done by the vendor management team?...
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1+1=3 (The Synergy of Integration)
The number of conversations and projects we have had with clients and prospects around integration has increased considerably in the last several years. I see this as a very good sign for both vendors...
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IT Channels in transition. What do you need to change in 2013?
by Geoff Wright, Channel Enablers Due to a combination of different influences the IT channel is at a point of transition. We have seen transition points before; when IBM released the IBM PC and sold...
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What to Look for in an International Channel Partner
by Jennifer Solomon Looking to expand internationally in 2013? Channel partners can be a great sales vehicle when expanding into new markets, since they are more knowledgeable about their territory....
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Fresh Eyes on Channel Focus
First off, I want to say how excited I am to join the CCI team as the new marketing director and host of the Channel Champion blog. I’m looking forward to connecting with all of you regularly in the...
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Video and the Channel: Like Peanut Butter and Chocolate
Pre-recorded, web-based video communications are all the rage these days in the channel. In fact, I would argue that the channel is one of the hottest and best places for use of video. It’s quickly...
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Channel Best Practices Events Worth Seeing
In case you missed the buzz, I’d like to point out some very interesting channel best practices events worth taking a look at… I’ve mentioned here before that the CCI team are unabashed fans of what...
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Channel ROI: A Hotter Topic Than Its Ever Been
Channel program ROI measurement is nothing new; it’s always been something that channel professionals have strived to do. But let’s be honest, it’s never been something that people have been able to do...
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