How Channel Sales Are Better Aligning With High-Tech Customers’ Changing Needs

Posted by John DeSarbo on Wed, Aug 09, 2017

As high-tech manufacturers strive to accelerate profitable growth, they’re looking to their channel partners to provide more value to end customers. Successful technology channel partners are transforming their business models accordingly, transitioning from providing value primarily by distributing products to providing business solutions that are delivered in sync with customers’ changing buying and consumption preferences. Executing this transformation doesn’t just require partners to change. High-tech manufacturers must change as well to enable their partners to expand their capabilities. The need to help partners increase their effectiveness has significant implications for channel sales teams.


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Channel Sales Forecast: Only Partly Cloudy

Posted by John DeSarbo on Thu, Jul 18, 2013

Earlier this week, Forrester released their latest estimate of global IT spending, predicting that investment in technology products and services will increase moderately to $2.18 trillion by 2014.  An increasing portion of this staggering investment will undoubtedly go toward new cloud services. But while the IT industry is in the midst of a modern-day gold rush, the channel is scrambling to catch up.


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The Cloud … Snow(den)ed Over?

Posted by Ashish Vazirani on Mon, Jun 24, 2013

Over the past several weeks, the headlines have been dominated by Edward Snowden and the NSA "scandal" (quotes added since I don’t intend to get into the politics of this polarizing issue). In case you missed it, Snowden, a contractor who worked with the NSA, admitted to disclosing classified information regarding NSA security programs that monitored phone calls and e-mail traffic. 

Data security has always been a concern for information technology leaders and these concerns are amplified with the move to cloud technology. From a technology sales and marketing perspective, the Snowden debacle raises a question that is worth considering: What impact will the recent news headlines have on the transition to cloud-based services?


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Five Ways to Mine for Gold in the Cloud

Posted by John DeSarbo on Thu, Apr 18, 2013

Gold was discovered 165 years ago at Sutter’s Mill in Northern California. When most of us think of this momentous event, we picture the iconic image of a grizzly prospector bent over a stream frantically panning for gold. Few of us remember Samuel Brannan, the first millionaire of the California Gold Rush.

Many credit Brannan with launching the gold rush when he walked through the center of San Francisco holding up a vial of gold dust yelling, "Gold! Gold! Gold from the American River!" As thousands of hopeful prospectors scrambled to chase their dreams in the Sierra Nevada goldfields, Brannan famously bought up all the mining supplies in San Francisco and resold them at a handsome profit. There is a lesson in his strategy.


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As IT Spending Slows, How to Serve Yourself a Faster-Growing Slice of the Market

Posted by Ashish Vazirani on Mon, Nov 12, 2012

10 Go-to-Market Questions You Will Need to Answer

Today’s special: service. Cloud service, managed service, software as a service (SaaS), platform as a service (PaaS)—the IT market is rapidly moving, or has moved, from the “traditional” on-premise client-server license-based model to one built on cloud delivery and/or subscription IT as a service. ITaaS is one of the fastest-growing pieces of a slower-growing IT pie.


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