Channel Sales Forecast: Only Partly Cloudy

Posted by John DeSarbo on Thu, Jul 18, 2013

Earlier this week, Forrester released their latest estimate of global IT spending, predicting that investment in technology products and services will increase moderately to $2.18 trillion by 2014.  An increasing portion of this staggering investment will undoubtedly go toward new cloud services. But while the IT industry is in the midst of a modern-day gold rush, the channel is scrambling to catch up.


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The Cloud … Snow(den)ed Over?

Posted by Ashish Vazirani on Mon, Jun 24, 2013

Over the past several weeks, the headlines have been dominated by Edward Snowden and the NSA "scandal" (quotes added since I don’t intend to get into the politics of this polarizing issue). In case you missed it, Snowden, a contractor who worked with the NSA, admitted to disclosing classified information regarding NSA security programs that monitored phone calls and e-mail traffic. 

Data security has always been a concern for information technology leaders and these concerns are amplified with the move to cloud technology. From a technology sales and marketing perspective, the Snowden debacle raises a question that is worth considering: What impact will the recent news headlines have on the transition to cloud-based services?


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Struggling With Channel Analytics? Think Like Drucker (In Reverse)

Posted by John DeSarbo on Tue, Jun 18, 2013

Few business quotes are repeated as often as Peter Drucker’s famous words, "If you can’t measure it, you can’t manage it." In today’s digital age, however, perhaps Drucker got it backwards. As many managers are realizing while wrestling with big data, "If you can’t manage it, you can’t measure it."

Improving data management is particularly important in channel analytics. 


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Four Ways to Link GTM Strategy and Customer Experience Improvements

Posted by Erik Long on Thu, May 09, 2013

A prospective client recently lamented that his company doesn’t have the capabilities and processes in place to ensure delivery of a consistent, high-quality customer experience across a range of channels. This got me thinking about the best ways to connect customer experience and go-to-market (GTM) strategy. 


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Before It’s Too Late: Three Partner Loyalty Strategies

Posted by Kris Bose on Tue, Apr 09, 2013

Meanwhile back in Technology Land, the lord looked on helplessly as his traders abandoned him for the competition, initially in a trickle and then en masse. The speed with which the shift happened was mind-boggling. With all his money and power gone, he was ruined.

As he reflected on his life (he had a lot of time now), the lord wished he had heeded his minister’s good advice sooner.

What could he have done differently to prevent the slide in trader loyalty while he was on top? And how could he have anticipated the shift in loyalty better?


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