Recent Articles
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Avnet’s Partner Strategy Continues to Evolve
Driving increased sales through its partner channel has been the primary strategy at Avnet Technology Solutions over the past several years. One way the global IT distributor is meeting this goal is by helping its partner channel build out their practices with new services and capabilities, particularly for the cloud, big data, social networking and…
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Charting Channel Partners’ Paths to Profitability for 2014
Path to profits Profitability Priorities As usual, almost a third of channel partners intend to hire more technical and sales people. But, surprisingly, 30% plan to invest in more marketing and offer higher-margin services. Keys to Profitability Quality products that don’t require a lot of support was rated No. 1 by 30%. Revenue and margin…
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Time to Create a Big Data Practice
Big data as an opportunity for the channel has proven to be somewhat elusive, largely because of the investment required to attain the skills to build and manage big data applications. The good news is that major players such as IBM and Cloudera are moving to make big data more accessible to the channel. At…
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CA Technologies Aims to Change Its Channel Face
Change is nothing new when it comes the channel at CA Technologies. But with the naming of Alyssa Fitzpatrick as senior vice president of global partners and alliances, things related to the channel at CA Technologies may finally be changing for the better. Ever since Michael Gregoire became CEO in January 2013, the wheels of…
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Arrow Launches a Global Training Alliance
Arrow Electronics launched its Global Training Alliance with the announcement that Fast Lane, a provider of advanced IT training courses, is the first to join the global program. The alliance is designed to extend Arrow’s enterprise computing solutions education coverage and infrastructure with select partners. “When IBM decided to change their model with regard to…
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Three Steps to Aligning Channel Marketing
By Ron Carson Channel marketing is broken. In its current state, vendors are from Mars and channel partners are from Venus. Vendors are dismayed by their channel partners’ lack of engagement in their marketing campaigns, and channel partners are vexed by vendors’ inability to generate qualified leads. Independent research suggests that more and more channel…
