Biography
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Channel’s IoT Opportunities Aren’t Hard to See
Everyone we ask about the channel opportunities coming from the Internet of things has a different answer. Some say they haven’t shown up yet. Others…
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Don’t Let Spring Fever Go to Your Bottom Line
Springtime. The on-ramp to summer. Channel salespeople are complaining that their customers have already “mentally checked out” and sales are going to slump. Not necessarily.…
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How Security and Regulatory Compliance Differ
Regulatory legislation was never written specifically to address network or data security. Guideline documentation for legislation, such as the Health Insurance Portability and Accountability Act,…
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Channel Marketing: How Persistence Pays Off
In channel marketing, it’s too easy to look for a single magic bullet. For example, we’ve all heard similar complaints from channel colleagues: “Webinars just…
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Marketing Your Channel Business With Vendor Funds
Many IT hardware and software manufacturers make funds available to their channel partners for the purpose of supporting their marketing activities. In many cases, these…
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Thoroughly Modern Channel Marketing
It’s that time of year when Microsoft partners are busily preparing their applications for Partner of the Year awards to be presented at this July’s…
