Biography
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Channel Role: Cloud Pragmatists in IT Services Age
One of the most important key performance indicator ratios for channel partners has always been the product/services income balance. Even more important has been the…
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How to Cut Channel Sales Cycles in Half
When you’re responsible for overall sales at any channel company, you want results NOW. Many of your salespeople may have excuses, such as how much…
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Channel Marketing: Defining Value Propositions
Channel marketing is about value propositions, but the devil is in the definition of “value.” For example, “terabytes of solid-state storage with gigabytes of cache…
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Replacing the ‘M’ in MSP With Other Terms
What service can you offer that is not managed? The delivery of any service must be managed to assure quality, so calling it a “managed…
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How Partners Can Buck the Shrinking Margin Trend
One of the things channel vendor reps do in their first meetings with new resellers is regale them with how great their product margins are.…
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The Disappearing Integrator: A Cautionary Tale
“Integrator.” It’s a word many channel partners have used to describe themselves: “systems integrator,” or “network integrator,” for example. The term “integrator” refers to professionals…
