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.


>
Read More

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.  


>
Read More