Seven Steps to Navigate the Channel Management Technology Landscape

Posted by John DeSarbo on Wed, Dec 14, 2016

Businesses across all industries are achieving unprecedented productivity gains enabled by investment in software. Gartner, IDC and others have forecasted that spending on enterprise application software, either on-premises or in the cloud, will grow from roughly $150 billion in 2016 to more than $200 billion in 2019. New software tools are enabling businesses to streamline back- and front-office operations, increase collaboration between employees and business partners, and mine insights from the mountains of data that they collect each day. These are truly exciting times.


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Teaching New Dogs Old Tricks: How to Enable Outcome-Based Selling

Posted by John DeSarbo on Thu, Oct 06, 2016


Leon Wei and Samuel Yeung co-wrote this blog post with John DeSarbo.

This post is the fifth in a seven-part series examining top trends that are reshaping the high-tech industry.

The concept of selling outcomes is anything but new. Some of the first recognized “salesmen” in the U.S. were peddlers who traveled from town to town offering a variety of goods to frontier families. Many of these early traveling sales reps offered cure-all elixirs that promised to remove the aches and pains of rural life. The most successful hucksters focused on selling the benefits of their potions and spent little time discussing the unnamed ingredients in their products, which, unfortunately, were often harmful substances such as lead and mercury.


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Seismic Shifts: Five Trends Reshaping the Technology Industry

Posted by John DeSarbo on Wed, Sep 07, 2016


Noreen Nagji co-wrote this blog post with John DeSarbo.

This post is the first in a seven-part series examining top trends that are reshaping the high-tech industry.

Over the past two decades, technological innovations have forever changed how we create, share and consume information. We’ve transitioned from listening to cassettes and vinyl records at home to streaming music online everywhere. Gone are the days when students flipped through encyclopedias while writing research reports. Instead, kids today start every school project by first Googling their topics and reading Wikipedia. Parents no longer carefully pick and choose when to photograph family gatherings with analog film cameras. Preserving memories is as easy as pointing our smartphones and recording high-resolution videos that are instantly shared on social media. All of this has happened in a remarkably short period of time.


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The Rich Got Richer, and Other Lessons From 2015 Channel Mergers and Acquisitions

Posted by John DeSarbo on Fri, Feb 19, 2016

2015 was a record year for mergers and acquisitions. According to The Wall Street Journal, the value of mergers and acquisitions globally was over $4.3 trillion. The IT industry was rocked by blockbuster deals that dominated the headlines. We haven’t yet felt the impact of the Dell-EMC-VMWare, Avago-Broadcom and Western Digital-HGST-SanDisk combinations, but we will soon, as these companies begin to integrate their organizations and partner ecosystems.


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How Solution Providers Can Capitalize on the Internet of Things

Posted by John DeSarbo on Thu, Dec 17, 2015

Booming demand for integrated solutions powered by the Internet of Things (IoT) is creating exciting opportunities for IT channel partners to build new revenue streams. Leading IT industry analysts such as Gartner are proclaiming an IoT revolution that will lead to unprecedented innovation in the channel. Gartner lists IoT among its top 10 strategic technology trends for 2016.


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