Five Ways Tech Vendors Are Falling Short on Partner Spend--And How to Improve

Posted by Leon Wei on Mon, Nov 19, 2012

Looking to grow sales, many tech vendors in today’s tough economy have shifted their focus to enhancing partner efficiency. Broad partner investments do help create marketing and sales leverage, but our experience finds that targeted investments in specific partner opportunities have the potential to yield much higher investment returns.


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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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