Two Lessons From Amazon's Prime Day Fail

Posted by John DeSarbo on Mon, Jul 23, 2018

Looking to save $44 on a Zojirushi five-cup rice cooker? How about paying $19 less for a Star Wars R2-D2 toy? Those were just a couple of the deals available for Amazon Prime Day, the retail goliath’s 36-hour annual sales bonanza, which took place last week. However, some shoppers missed out, when Amazon’s site crashed during the first hour of the sale, and at times throughout the evening, causing the retailer to potentially lose $72.4 million.


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Why Finding ‘Diamonds in the Rough’ Can Improve Channel Sales

Posted by John DeSarbo on Tue, May 08, 2018

Most technology vendors who sell through and with channel partners face an age-old challenge: how to deal with channel sales concentration. All channel managers are familiar with the 80/20 rule: 80% of channel sales are typically generated by the top 20% of channel partners. As I recently told Channelnomics, for some vendors, sales concentration actually exceeds this conventional benchmark, and the issue is becoming more critical.


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How to Implement a True Multichannel Strategy for the Big Middle

Posted by John DeSarbo on Thu, Jan 11, 2018

This post is the final in a four-part series on how high-tech companies can improve coverage of the “big middle” market segment.

Many high-tech companies have traditionally relied on direct sales channels to sell to the upper mid-market, or the “big middle.” Over time, however, industry leaders have determined that channel partners are needed to succeed in this attractive segment. Cisco, HP, Microsoft and others have built large-scale indirect channels and encouraged their partners to move upstream, beyond their traditional focus on small businesses, to engage upper mid-market and enterprise customers. Newer “born on the cloud” competitors such as Amazon Web Services and Google have followed suit and similarly adopted multichannel sales strategies in the big middle.  


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Is Your Sales Team Wasting Time and Money in the Big Middle?

Posted by Ty Curry on Tue, Dec 19, 2017

This post is the second in a four-part series on how high-tech companies can improve coverage of the “big middle” market segment.

In a recent Harvard Business Review article, ZS co-founders Andy Zoltners and PK Sinha discussed the importance of improving sales force allocation. “Salespeople can work smarter, not harder, by dividing their time more appropriately among customers and sales activities. Sales effort allocation has a large impact on sales and profits,” they wrote. Sales reps often waste money by investing time in the wrong activities and by focusing on the wrong accounts. Focusing on accounts with the most potential is critical. Making sure that your sales force is spending time on the right things will help high-tech companies improve performance by better targeting the valuable yet elusive mid-market segment: companies with $100 million to $1 billion in annual sales, known as the “big middle.”


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How High-Tech Leaders Can Capture the Untapped 'Big Middle'

Posted by John DeSarbo on Fri, Nov 10, 2017

This post is the first in a four-part series on how high-tech companies can improve coverage of the “big middle” market segment.

While many high-tech companies are busy chasing large enterprise and SMB customers, one segment of the market—companies with $100 million to $1 billion in annual sales, referred to as the “big middle”—often gets lost in the shuffle. According to ZS analysis, there are about 30,000 such companies in the U.S., spending more than $150 billion each year on technology and making up about 21% of total IT spending. Unfortunately, many high-tech companies struggle to sell to and serve this attractive market segment.


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