How To Score With The Channel, 2008Yesterday's CRN issue features three looks at the problems facing vendors and solution providers in the new year: Loyalty. It's such a lonely word. Robert Faletra outlines five key elements for vendors seeing the loyalty of their channel partners: "Thinking through partner programs with a mind-set centered on maximizing partner profitability is important. This often isn't as easy as it sounds given the many different partner models out there. The first action is to truly understand how and what drives partner profitability." Key to building a healthy channel program is selecting the right channel chief. Steven Burke says it's a challenge many organizations are botching: "At the end of the day, what all this turnover madness comes down to is a serious disregard for just how important a channel chief is in driving sales and brand influence among the channel sales force in the field." One company that's looking to get it's channel engine running again is IBM. Robert DeMarzo examines their latest efforts: "IBM's plan boils down to focusing marketing dollars and inside salespeople on generating leads for partners or working with them to help close sales. For the most part, IBM will no longer sell directly to SMB customers. However, the missing piece is an expansion of IBM's product portfolio for midmarket and small-business customers." Posted by Joe Caponi at 10:06 AM, January 15, 2008 This is a public forum. United Business Media and its affiliates are not responsible for and do not control what is posted herein. United Business Media makes no warranties or guarantees concerning any advice dispensed by its staff members or readers. Community standards in this comment area do not permit hate language, excessive profanity, or other patently offensive language. Please be aware that all information posted to this comment area becomes the property of United Business Media LLC and may be edited and republished in print or electronic format as outlined in United Business Media's Terms of Service. Important Note: This comment area is NOT intended for commercial messages or solicitations of business. |
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