Getting Your Channel Partners Up in the Cloud

Posted by John DeSarbo on Mon, Nov 18, 2013

What changes must high-tech vendors make to accelerate cloud service adoption and growth in the channel?

We conducted research earlier this year to answer that very question—and the results were intriguing, if not 100% encouraging.

As IT vendors migrate their offerings to the cloud, enabling their channel partners to capitalize on the demand for cloud services may prove to be their biggest challenge. Overcoming this hurdle may very well mean the difference between success and failure in the cloud for many high-tech vendors.


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Turning Channel Operations “Process Poets” Into “Quant Jocks”

Posted by John DeSarbo on Wed, Sep 18, 2013

You’ve got a tremendous opportunity to mine your mountains of channel data to find new growth opportunities—but does your channel operations team have the skills you need?

Gathering data from dozens, hundreds or even thousands of channel partners is critical for any high-tech company. Although many companies have largely overcome technical barriers to handling and processing channel data, they are struggling to find personnel who can crunch data and find the insights behind the numbers.


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Big Data in the Channel: An Untapped Growth Opportunity?

Posted by John DeSarbo on Wed, Jul 31, 2013

More than two-thirds of all IT revenue flows through indirect channels, industry analysts estimate, and transactions between IT providers and their channel partners and end customers generate mind-boggling amounts of data. Unfortunately, too few providers are tapping their channel data’s full potential.


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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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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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