Channel Champion Blog

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

The Next Level of Fear As I pointed out in my previous post (Fear of Technology: It’s an Old Song Part 1), fear of technology can be real. My experience in the early 2000s building a record label showed me everything I needed to know about what not to do with a channel and new technology. In particular, it showed

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

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’

What cropped up most often at Baptie & Company’s Channel Focus event in Miami last month, in almost every session, was the challenge of transforming channel partner communities to support the sale of cloud-based solutions. There were numerous sessions discussing how a vendor can help partners migrate to a model that’s so heavily focused on recurring revenues. I speak to vendors

by Chris Becwar 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 future. So without further adieu, let’s jump in! My first week on the job, I was lucky enough

It is hard to have any discussion today without the term “Cloud Computing” popping up. It affects almost every area of a vendor’s go-to-market strategy. Everything from how vendors view partner enablement, scorecard partners, price products and services, even how to compensate their own sales forces. So when we find something interesting on this topic we like to share it.

by Meg Bingley The Channel talks about “The Cloud” a lot. A LOT. I have attended Baptie’s Channel Focus Conference for North/Latin America three years running, and The Cloud is always a predominant theme. And of course, it’s no wonder. While it’s clear that traditional resellers are going to be faced with the reinvention of themselves and/or their business models,

Clearly, “the cloud”, and its impact on channel, is all the buzz for technology marketers.  As it relates to us channel marketers, in its purest form “the cloud” refers to channel partners who sell Software as a Service (SaaS). The challenge is that channels, as they exist today, were founded on traditional product sales with channel partners earning margins on