Channel Champion Blog

Choosing the Right Partners Part 1 in a 3-Part Series A New Breed of Partners One of the biggest challenges facing channel marketing and channel sales professionals today is the emergence of new breeds of partners, from big to small. For decades, those partners who were your highest revenue earners last year could be relied on to be your highest

Guest blog by Norma Watenpaugh For some time we’ve been hearing that “Internet of Things” is coming.  Well it’s here! There are many examples that we probably don’t think much about. Beyond our personal devices: smart phones, watches, Fitbits and all, there are a growing number of consumer appliances and industrial devices now connected into the network. Do you own

As I look at the schedule of upcoming channel industry events I am suddenly taken back to the late 70s and my favorite band The Clash, belting out “Should I Stay or Should I Go” from their classic album, Combat Rock. (If I have to explain what an album is you may not get the reference immediately, therefore I’ve included

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