Channel Champion Blog

Guest blog by Scott England, VP of Alliances & Strategic Partnerships, Zift Solutions I’ve noticed a consistent pattern within large organizations that sell through third- party sources (resellers, distributors, dealers, etc.) The usual hand wringing over how to get partners to sell more is followed by the same predictable “solutions” to drive results.  “We have a new portal!  A new

In recent years, as the competition for partner engagement has increased, more channel leaders have been realizing that they have not been listening close enough to the real needs of their partners beyond typical margin and channel conflict discussions. Vendors are realizing that if their channel investments don’t focus on shaping their partners pre-sales habits and ‘teaching them to fish’

I’ve mentioned here before that I’m a big fan of the conference that Baptie & Company puts on every year because of its unique approach. For a couple days each year, key folks from some of the largest and most powerful channel organizations in the world take a break from competing with each other and ‘talk shop’ openly and honestly

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 particularly well. Not surprising, given the numerous levels of complexity inherent to the channel. This challenge has led to ROI being seen as an unattainable ‘holy grail.’

I was honored to recently be asked by Channel Marketer Report to share some insights on channel sales and marketing trends for 2014 and wanted to also share them with our blog readers. Here are a few key channel trends we’re seeing on the way for 2014: A major front in the partner engagement wars by top channels for 2014

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 PureChannelApps is doing to help leading tech players enable social marketing for their VARs with the SocialOnDemand platform. They’ve got an interesting case study

If you ask almost any executive with global channel management responsibilities if their company is partner-centric, they will say ‘yes.’ In fact, they will often say it is their number one responsibility to make their channel programs partner centric. The question is what does partner-centric mean to them? Here at CCI, we believe creating partner-centric channel programs begins with an

In earlier blogs about the move to selling more subscription-based software and services by vendors and their resellers, I’ve mentioned the concept of ‘the rule of 78s’ — a term that helps demonstrate the intriguing aspect of moving from a business model driven by big chunks of one-time, high-margin revenue to one where the financial rewards are reaped more gradually

Watching The Avengers with my kids for the fourth time last week (yes fourth), the premise of that movie was still intriguing to me; it’s exciting to watch that highly competitive, individualist group come together to create such a glorious synergy. For those unaware of Hollywood’s most recent attempt to turn a comic book series into a blockbuster move saga,

Unless you’ve been under a rock the last couple of years, it’s clear that sales and marketing is going social in a big way. But with all the promise it holds, the space is still evolving, and ROI is still being proven out. A lot of sales and marketing leaders are taking their lumps from the CEO these days for