Newsletter Archive

Previous Issues of Channel Management Insights

January 2016

Talkin’ SMAC and Digital Transformation

December 2015

Coping with the New Buyer’s Journey in 2016

September 2015

5 Tips to Help Your Partners Survive the Digital Marketing Evolution

July 2015

Mining the Long Tail: How “Partnermation” Spots Diamonds in the Rough

May 2015

New Disruptive Technology Is Revolutionizing Rewards Fulfillment

March 2015

The Best Scorecard Is Built on a Solid Foundation of Smart Channel Data Management

December 2014

Go Beyond Solving Specific Problems. Create Capability

October 2014

Say Hello to Channel Data Management and Goodbye to Gut Instinct

August 2014

How Would Zagat Rate Your Partner Journey?

June 2014

The Rise of Concierge Services in the Channel: Opportunities and Challenges for Channel Leaders

February 2014

An ROI Reality Check — Part 2

January 2014

An ROI Reality Check — Part 1

December 2013

2013: The Year of Realized Potential in the Channel

November 2013

The Evolving Role of Distributors in the Channel Space

September 2013

Seven Vendor Trends Emerge to Help Partners

August 2013

Wanted: Skilled Guides to Lead Companies to the Cloud

July 2013

Enterprise Mobility and the Channel

June 2013

Designing Channel Success: Lessons From a Channel Technology Leader

May 2013

From High Tech to Clean Energy: Catching Up with Carol Neslund at Enphase Energy

April 2013

Deal Registration Done Right

March 2013

Collaboration Beyond the Enterprise

February 2013

Incentivizing Partners and Customers to Adopt the Cloud in 2013

January 2013

Maturing Cloud Services and the Evolving Channel

December 2012

2012 Trends Point the Way for 2013 Channel Marketing

November 2012

Ingredients of the Ultimate Partner Advisory Council

October 2012

Leveraging Alternative Channel Referrals to Grow Your Business

September 2012

Making Your Way Out of the Forest of Metrics

August 2012

High-Impact Partner Opportunity Planning

July 2012

Empowering Partner Success With Full-Service Marketing

June 2012

Recruit, Compensate, and Motivate Partners in a Recurring Revenue Model

May 2012

Social Media Secrets for Channel Champions

April 2012

How To Build A Channel Program That Scales: Insights from Enphase Energy

February 2012

Revenue-Based Strategic Alliances, Friend or Foe to the Channel?

January 2012

How to Tackle the Mid-Market Managed Service Opportunity

December 2011

From Novice to Professional—What Skills Are Required To Be a Successful Channel Manager?

October 2011

Marketing Commodities… Now That’s an Oxymoron

September 2011

Channel Champion: Retool for the New Year

August 2011

Incentives or Investments? How to Use Co-op and MDF Programs to Achieve Sales Objectives: Insights from Microsoft

July 2011

Optimize Your Incentive Programs to Get the Most Out of Your Investments

June 2011

The Art of Reducing Channel Complexity

May 2011

What Your Channel Really Wants: Tips From a Managed Services Provider

April 2011

Channel and the Cloud: Top 4 Challenges to Consider When Working With Partners

March 2011

How One Company Exceeds Revenue Expectations by Implementing an Effective Partner Segmentation Strategy

February 2011

Find the “Joint” in Joint Marketing Planning:  JMP Approaches That Work

January 2011

Top 10 Focus Areas for Channel Marketers in 2011

December 2010

Selling Through the Channel: Strengthening the Final Links in the Chain

November 2010

Next Generation Partner Marketing

September 2010

Channel Program Modeling

August 2010

Multi-Vendor Solution Selling

July 2010

Is It Time to Change Your Channel Model?

May 2010

Outsourcing in a Dynamic Economy

April 2010

Unraveling the Data Dilemma

February 2010

Reward Program Best Practices — Communicate, Measure and Adjust

December 2009

A Reward Program That Rewards All Involved

October 2009

Holy Partner Business Planner, Robin!

August 2009

Marketing Development Fund and Co-op Programs — the Pluses and the Pitfalls

June 2009

Social Media & Channel Management