Every technology company needs to tap both the persuasive powers of marketers and the negotiating finesse of sales people. So why the disconnect?
The latest channel exec to sit in the Channelnomics hotseat is Intacct's SVP of channel sales
Vendor adds rebates for solution selling, new customers, wireless specialization
Designated channel boss vows to protect partner accounts and deals in the interim before merger closes
Do you know the difference between 'sell through' and 'sell as'? How about what activities are covered by a vendor's MDF? Find out just how 'channel-smart' you really are
SI says it's climbing the value chain with data wrangling
The latest channel exec to sit in the new-look Channelnomics hotseat is Xirrus' CMO and VP of channel sales
Modern-day alliances require reciprocity, respect and perpetual engagement
Might vendor matchmaking be the key to thinning out an overpopulated channel?
Channel chief talks building out partner program and channel progress
For some partners, redemption is just an enablement tool away; the key for vendors is picking partners with promise
Updates outlined in an email to partners
Exec talks partner requirements and changing market demands
It may seem counterintuitive, but it's true: At times like these, skimping on channel spending isn't the answer
Channel players advised of expected deadline during EMC World
Distribution key to meeting channel goals, channel chief says
Exec details PC push and changing K-12 sector
Once upon a time, vendors and partners believed cloud revenue would more than make up for the commoditization of legacy technology. Is there a 'happily ever after' on the horizon?
Channel account managers hold the key to unlocking the potential of partner-customer connections
The latest channel exec to sit in the new-look Channelnomics hotseat is Axis Communications' director of sales, North America
Partners should focus on defense-in-depth, the four Ps and full-bore engagement
VARs need not sweat about the cloud if they ensure they are armed with the knowledge they need to guide customers through the journey, says CDW's Eric Ludwig
The latest channel exec to sit in the new-look Channelnomics hotseat is GlobalSign's VP of sales, North America
The latest channel exec to sit in the new-look Channelnomics hotseat is Sage's EVP, partnerships & alliances