IT Marketing World

Create Less Content to Drive More Sales

Be honest: You’re tired of your organization’s marketers and salespeople arguing over what makes content useful. We hear this argument all the time, and it’s one of the reasons we’ve come up with a best-practice-based method for creating great sales content. Read full story

The Rule of 78s for the Channel

In earlier blogs about the move to selling more subscription-based software and services by vendors and their resellers, I’ve mentioned the concept of ‘the rule of 78s’ — a term that helps demonstrate the intriguing aspect of moving from a business model driven by big chunks of one-time, high-margin revenue to one where the financial rewards are reaped more gradually over time. Read full story

Channel Best Practices Events Worth Seeing

In case you missed the buzz, I’d like to point out some very interesting channel best practices events worth taking a look at… Read full story

Making the Leap to Cloud…How Are We Doing?

What cropped up most often at Baptie & Company’s Channel Focus event in Miami last year, in almost every session, was the challenge of transforming channel partner communities to support the sale of cloud-based solutions. Read full story

Extending Your Reach to Lower Tier Channel Partners

When it comes to deciding which channel partners you’re going to engage with directly, who is it that decides the selection criteria and what percentage of partners get left to self-service or distributor resources?   Read full story

Channel Data Management is the Real Problem with the Channel

Many organizations that sell through distributors have failed to find out until it is too late, that the quality of channel POS data effects all downstream reporting, and decision-making processes. Read full story

Channel Program Metrics and Actionable Insights

In the complex world of the channel, data is power. So it’s not surprising that BI and analytics tools that help channel professionals access and understand their operational metrics are popular. But unfortunately there is often a disconnect between those that have the data and those who can use the data. Read full story

Three “Channel Changers” for IT Channel Organizations

Many of our channel clients are looking for insights and best practices that will help guide their sales enablement and marketing budgets. Read full story

The Power of Getting to Know Your Lower Tier Partners Better

Over the past 10 years I have worked and still work with many channel focused technology vendors. Most if not all vendors understand their top tier partners very well but conversely know very little about their lower tier partners. Personally I think they might be missing a trick. Read full story

Creating a Partner-Centric Program from Beginning to End

If you ask almost any executive with global channel management responsibilities if their company is partner-centric, they will say ‘yes.’ In fact, they will often say it is their number one responsibility to make their channel programs partner centric. Read full story