Through-Channel Partner to End-User Sales Demand Generation

All vendors want their channel partners to sell more. To reach this objective, the vendor needs their channel partners to properly promote their solutions to their end-customers. This is so much easier said than done! Typically, vendors create some marketing pieces and encourage their partners to slap on their logo and customize to send to their customers. This could work, ... Read More »

Game Changer For Vendors To Build Stronger Partner Relationships

Every vendor wants to build stronger relationships with their partners. Unfortunately, only the top 10% may feel the love, mostly because they have dedicated representatives to take care of them. The bottom 90% are basically left to some sort of self-serve or to buy from distribution or meet at the odd conference. Obviously not nearly enough to build any sort ... Read More »

The biggest evening in the Canadian IT Channel – Feb 7, 2019 in Toronto

Three big things will be happening on February, 7th… We will recognize the #1 vendors and distributors in over 80 categories with a Reseller Choice Award! Now in its 12th year! Over 600 vendors nominated and the Cloud and Security categories are already blowing up! Every year, we make adjustments to the categories to reflect the priorities of the channel. ... Read More »

13 Winning Moves For Channel Partner Playbooks in 2019

Many channel partners ask me one simple question. What should I do to grow my business? I have spoken to hundreds of the most successful MSPs, VARs and ITSPs on the planet and I do have a presentation on the Top 10 Secrets Of The Most Successful Channel Partners. I think you can still view my presentation that I did ... Read More »

Britain’s Top 10 Cloud / SaaS Vendors 2018 Announced!

Let’s get right to it! The top 10 Cloud/SaaS Vendors in the UK as voted by the UK channel partners are… Microsoft Amazon Web Services HPE VMWare Citrix Connectwise VEEAM Solarwinds Sophos  Datto Congratulations to all! These are the companies that won the 2018 Reseller Choice Award for Britain’s Top 10 Cloud/SaaS Vendors! The winners were announced in London on ... Read More »

Britain’s 50 Best Managed IT Companies For 2018 Revealed

On December 13th 2018 in London, it was an honor to crown some of Britain’s Best Managed IT Companies. Congratulations to all the winners who took home the award and also to those who were not able to attend the ceremony! Learn what this is about at bestmanageditcompanies.co.uk. Over the last 11 months, Channel partners from all across the UK ... Read More »

Putting Partner Marketing Development Funds To Good Use!

Every channel partner have access to some form of Marketing Development Funds (MDF) from vendors and distributors. Typically, the amount of MDF ranges between 1% to 3%, but there is no absolute rule. Distributors currently manage a lot of MDF on behalf of the vendors and has the responsibility to process claims from partners based on certain terms and conditions. ... Read More »

Blindspots of Channel Managers

Anyone who works in the IT channel business knows that it is one of the most complex jobs on the market. The average stay is under 3 years. There are so many moving parts in the channel game, that it is a daunting challenge. Yet, technology vendors need the channel to market and sell their products everywhere. On top of ... Read More »

Bookkeeper, Controller, or CFO?

What Position Do You Need? When starting a business, the leader or a family member often “handles the books” given the sensitive nature of the information and the minimal time required for this task when a company has few transactions to process. While the leader sees this work as mostly administrative, the value of the accounting arm grows as the ... Read More »

Vendors Boost Their PRM’s Stickiness For Partners With A Private Social Network Add-On

With so many public social networks on the market, why would having a private social network for your channel partner community matter? Sure, much can be done on public platforms, but the problem is that it is PUBLIC! It is not a place to engage deeper or confidentially with partners. You certainly do not want some of these discussions or ... Read More »