Channel Strategy: Putting Your Money Where Your Mouth Is

Posted by John DeSarbo on Tue, Nov 10, 2015

Over 2,300 years ago, on a dusty plain in Greece, an ambitious general executed an innovative tactic that revolutionized military strategy. In the Battle of Leuctra, the Theban army, led by Epaminondas, was under attack by the merciless Spartans. The Spartans, the 800-pound gorilla of their times, had not lost a battle in years.


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Customers Need Partners, Too

Posted by John DeSarbo on Fri, Apr 17, 2015

I read a fascinating article in The New York Times titled “Adviser Guides Obama Into the Google Age.” While I was shocked to learn that the government still partly operates its technology with floppy disks—that’s right, the old 5.25-inch and 3.5-inch floppy disks—I was not surprised to see the importance and clout of the White House’s technology advisor.


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How Channel Partners Should Invest MDF To Accelerate Profitable Growth

Posted by John DeSarbo on Thu, Feb 05, 2015

In this second article of a two part series, ZS Principal John DeSarbo and Semdrive Executive Vice President of Sales Darren Yetzer discuss how channel partners can better manage their MDF spend and its impact. "How Channel Partners Should Invest MDF To Accelerate Profitable Growth” was originally published by Channel Marketer Report on December 2, 2014.


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Three Steps To Ensure Your MDF Allocation Drives Growth in 2015

Posted by John DeSarbo on Fri, Jan 23, 2015

In this first article of a two part series, ZS Principal John DeSarbo and Semdrive Executive Vice President of Sales Darren Yetzer look at changes in IT buyer behavior and the need for vendors to modify their strategies accordingly. "Three Steps To Ensure Your MDF Allocation Drives Growth in 2015” was originally published by Channel Marketer Report on November 11, 2014.


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Trying to Scale Your SMB Cloud Channel? Start With How Customers Choose Resellers

Posted by John DeSarbo on Fri, Oct 17, 2014

Small and medium businesses (SMB) have been buying technology-as-a-service since the Application Service Provider boom of the late ‘90’s.  While the ASP market implosion that followed bore a close resemblance to the Dutch Tulip Mania boom of the 1600’s, the idea of selling IT to SMB customers “by the drink” lived on, even if the early IT-as-a-service providers faded away. 


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