Biography
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For Effective Presentations, Flip Them Upside Down
If your puzzled about how to make an effective presentation, the good news is that all the information you need probably is already at your…
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How to Make the Most Out of Marketing Events
Marketing events are a fact of IT channel life. If you track Facebook profiles, they may seem to be a chronicle of some people’s entire…
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Channel Marketing Requires Pleasant Persistence
“I threw $10,000 out on that last marketing event,” complained one VAR owner to another. “I got absolutely nothing out of it.” The other VAR…
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How to Leverage Cloud Subscription Sales
By now, we’ve all seen the traditional bar chart going up and to the right showing how monthly recurring revenue (MRR) builds upon itself. Each…
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Does Your Channel Program Meet Partners’ Needs?
“Partner” has become one of the most overused buzzwords in business. What used to signify a relationship in which parties joined together in a formal…
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A Tale of Two Different Channels
Imagine stepping into an alternate universe, a separate reality where you attend a major channel trade show, but Microsoft, Cisco, Hewlett-Packard and others aren’t there.…
