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.


>
Read More

Five Sales Compensation Issues for 2013 to Act On Now

Posted by Kyle Heller on Thu, Nov 15, 2012

It’s true. Some sales and compensation leaders believe they have their sales compensation figured out. Their plans are performing as intended, supporting the organizational strategy and appropriately motivating the sales force at every turn. Satisfaction is high, and absent any apparent signs of trouble, a change in sales compensation plans doesn’t make sense for 2013.


>
Read More

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.


>
Read More

Congrats on the Big Sale! Now, Who Should Get Credit?

Posted by Kyle Heller on Wed, Nov 07, 2012

In companies around the world, people are celebrating. That huge account the entire company has been working on has finally closed. But amid the celebration, one person is not smiling. He or she has to figure out who gets sales credit for the deal, and how that credit should be split. (That unhappy person might be you.)


>
Read More

Five Trends Affecting Tech Sales and Marketing You Need to Know

Posted by Ashish Vazirani on Mon, Oct 29, 2012

In launching a blog on sales and marketing for the tech industry, it seemed appropriate to start with observations based on our research and interactions that we have had with our clients. That was the easy part. The hard part was determining the most important trends to focus on … initially. (Can you see I’m giving myself, and you, the opportunity to add to the list?)

Everyone has a list, here is mine. While there are many tech trends, I think these trends deserve consideration from tech sales and marketing professionals.  


>
Read More