Channel Loyalty: A Tale With Five Simple Lessons

Posted by Kris Bose on Wed, Feb 27, 2013

I grew up listening to parables that simply illustrated complex concepts about life, ethics and morality—so I used this technique to illustrate key points about channel loyalty…

Once upon time in Technology Land, there lived a mighty lord who ruled ironfisted over his traders. They followed his orders, sold the royal goods and paid their (high) taxes.


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How to Ensure Your Sales Channels Don’t Get Lost in the Clouds

Posted by Kris Bose on Mon, Oct 22, 2012

The IT forecast for the foreseeable future is very "cloudy" indeed—and it’s driving some tectonic changes in the go-to-market (GTM) terrain. The business case for the cloud is well established: ITaaS adoption is proliferating, but it still leaves the dilemma for both technology vendors and channel partners of how they should change their GTM strategy and partnerships when faced with fundamental business model changes.


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