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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Blockchain: How Firms Can Harness Their Disruptive Potential

Posted by Yogesh Sharma on Mon, Jun 25, 2018

Blockchain, the underlying technology of Bitcoin, is causing a transformation in the financial world and is promising similar disruptions in other industries through the “internet of value exchange.” Its unique features such as peer-to-peer, decentralized and permissioned network, smart contracts, and distributed ledger promise to make business processes more efficient and transparent by fundamentally altering the premise of business transactions. That is, through more secure, immutable and cryptographically validated transactions in a trusted network that lowers transaction costs.


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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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The Facebook Data Privacy Scandal and Web-Scraping Bots: What Would Isaac Asimov Say?

Posted by Brandon Mills on Mon, Apr 23, 2018

The great science fiction author Isaac Asimov wisely provided us with his three laws of robotics to ensure that robots acted ethically and, by extension, that we humans act ethically in our use of robots: 


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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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