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Author Archives: Marie Rouleau

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 »

Price vs Value

We all know the saying:  You get what you pay for.  Yet, with such widespread knowledge of this saying, why are so many companies racing to the bottom with price? “Price is what you pay, value is what you get” – Warren Buffett The IT sector is no exception.  The barrier of entry to be an MSP is a Computer ... Read More »

3 Simple Steps to Build Your Personal Brand

By Homaira Kabir Homaira is a women’s leadership coach and trainer who specializes in helping women build their leadership presence and flourish at work. You can read about her work with organizations here. As a woman, there are many reasons you’d want to think about personal branding. You may in a workplace where you feel you’re not getting the credit ... Read More »

Britain’s Best Of The Best In The IT Channel Celebrates on December 13 in London

Time is running out if you want to receive a physical award on December 13th in London! After November 30th, it will be too late to qualify or collect the physical Award for 2018! The only way to receive the physical award is to attend the Awards Black Tie Gala on December 13. It is always FREE to come to ... Read More »

“The struggle is real” ChannelNEXT18

The comment “the struggle is real” resonated with a lot of the MSPs, VARs and ITSPs who gathered at the recent ChannelNEXT18 in Whistler, B.C.. Regardless of where they came from or their size, they realized that they were all experiencing roughly the same types of challenges – sales, digital marketing, hiring/keeping the right employees, financial management or leadership. These ... Read More »

Many have asked me this question, so here is my short answer…

I should preface this by saying the definition of a VAR, MSP, ITSP, ISV etc continues to blend. So whatever you call yourself today, may not be what you call yourself in the future. Have an open mind. Maybe the new term will be “Technology Business Advisor” or “TBA” (a.k.a. “To Be Announced” :o)). My 5 point answer… 1.    Do not ... Read More »

Is A Nonconformist Employee Working For You?

By Aline Ayoub Is a Nonconformist Employee working for you?  Difficult employees in the office can cause significant workplace conflict.  There is a wide variety of difficult employees. In this article we will discuss three of the most common: the drama queen, the victim and the nonconformist employee. There are characteristic behaviours to what is also called the “toxic employee”. ... Read More »