Channel Sales Blog

Channel Executive Magazine | Partner Perspective

A bi-monthly column where I interview two members of The ASCII Group - a 1,300-member organization of North American VARs, solutions providers, and MSPs offering services to help its members grow their businesses - to get their perspective on the partnership with...

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Channel Sales Chat Podcast Episode 1: The End of Channel Marketing as We Know It

For this episode, I was joined by one of the leaders in Channel Marketing, Mike Moore – Vice President of Channel Sales, Marketing, & Strategy at Averetek, and author of the book Marketing Multiplied: A real-world guide to Channel Marketing for beginners, practitioners, and executives. Mike shared some great, insightful views about why we are experiencing the demise of channel marketing as we know it and I’m excited to share them all with you. I hope you enjoy this conversation as much as I did.

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Women In Tech Interview

Women in Tech Interview for eChannelNews, a daily electronic news magazine for the IT channel that delivers important industry insider’s information that helps the channel to grow business and overcome business challenges.

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3 Ways To Build A Sales Channel If You Have No Customers, Revenue, Or Resources

As a channel sales consultant, I sit down with various high-tech companies interested in creating a channel. Many of these businesses are startups or SMBs and their ability to even begin to build a channel can be a challenge. They lack customers, revenue, and/or sufficient resources to build out a proper infrastructure. So, how can they make revenue to support this endeavor, find partners willing to work with them, and provide the leads necessary to get the program off the ground?

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Women in The Channel

I wrote this series of articles to determine whether the channel is a welcome place for women. Why? Because after my 30-year career in the channel, I was not so sure. Part I: How's That Working For Them? The Beginning: my start in the channel, and the progress that...

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Women in the Channel Part IV: Are We There Yet?

I wrote this series of articles to determine whether the channel is a welcome place for women. Why? Because after my 30-year career in the channel, I was not so sure. For the final article, I wanted to get the thoughts of other female channel professionals so I...

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Successful Channel Relationships

Part I: Transparency And Proof Of Concept For Mosaic Technology, Infinio had them at Trust, Transparency, and Proof of Concept According to Herb Hamblen, VP of Sales for solution provider Mosaic Technology, “Infinio has resources that I know and trust, their solution...

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Channel Sales Vendor/Partner Relationships

Part I: Love at First Sight! If a channel sales partnership is to be successful, it’s all about the relationship between the vendor and the partner. There can be all kinds of fancy channel programs and spiffs but if the channel partner does not feel like they are...

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What Vendors Want

  Part I: It’s Not Love At First Sight  What vendors want? It’s not love at first sight. They want to date you first. Part II: Let’s Talk Business “Do we really have to talk about business?” You do if you want a business partnership with a vendor. Whether a vendor is...

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