Channel Champion Blog

I recorded a podcast recently with Mike Maturo, pre-sales engineer at Relayware, which since 2007 has emerged as one of the industry’s premier Partner Relationship Management (PRM) platform provider. Mike has worked in the enterprise collaboration technology space for 10 years, helping businesses collaborate better both internally and externally. I wanted to get Mike’s take on how PRM provides insight

Either Way Channel Visionaries All Over Again I attended the Channel Visionaries “Channel Chief” event in Santa Clara a few weeks ago and in several cases is was déjà vu all over again. The talent that Jeff Shaughnessy continues to draw as speakers to his events are fantastic and the content continues to be relevant and exceptionally well presented. In other ways

We only feel tremors now, but more is on the way I recently had a great conversation with Diane Krakora, founder and CEO of PartnerPath to get her insights on the state of the channel. The reason for this call was to find out more about PartnerPath’s recently released 10th annual State of Partnering survey — 10 Trends for a

by Peter Hornberger CCI recently created a new eBook that describes our Partner Investment Lifecyle, a model that breaks down the typical vendor/partner engagement into nine discrete steps. As we were reviewing the finished contents of the eBook, we were reminded just how much our perspective on incentives has changed over the years. Incentives Are No Longer Just About Sales

The Path to Channel Marketing Automation Part 2 in a 3-Part Series by Matt Beatty At the end of my first post (Choosing the Right Partners) in this series, I mentioned that each step in a vendor’s relationship with a partner generates information that can lead to better ROI. CCI has organized those steps into the Partner Investment Lifecycle: The

Choosing the Right Partners Part 1 in a 3-Part Series by Matt Beatty 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

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

by Chris Becwar 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’

by Chris Becwar 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

by Chris Becwar 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