Home / Author Archives: Marie Rouleau

Author Archives: Marie Rouleau

What two things matters the most in channel development?

The obvious first thing is to recruit more “right-fit” partners. The challenge is finding those who are “right-fit” and building the types of relationships that will drive predictable and sustainable growth. We have no definitive research data, but depending with whom you speak to, between 10% to 15% ends up becoming “right-fit” partners, but less than 3% become “champions” (Results ... Read More »

Hitting a Home Run at ChannelNEXT

Three years in the making. One year of testing. We just went live at ChannelNEXT EAST 2018. A sincere thank-you to all the VARs, MSPs, Coaches and Vendors who had the courage to take this first plunge with us including Datto, Webroot, IT Cloud, Aerohive, Sherweb, PurpleSoft, QNAP, TP-Link, ViewSonic, Idiligo, eMailPlatform, ibiz10 and others! After 15 years of doing ... Read More »

Masterminds meet up to solve channel issues

ESTEREL, QUE. – At the ChannelNEXT East Conference, groups of channel partner executives got together with a business coach to discuss issues pertaining to their companies. The sessions are called Mastermind and the show hosted four groups of eight solution provider executives talking about all aspects of their business. The intention of the Mastermind sessions is to use the collective ... Read More »

The Magic of ChannelNext East 2.0

Something magical happens when you put 8 IT business owners in a room for a MasterMind session.  While some might be competitors, over the course of 2 days, for the new ChannelNext 2.0, every one of them agreed to go all in during our sessions.  Four concurrent MasterMind groups, each facilitated by an expert on Leadership, Marketing, Sales and Best ... Read More »

Five Not-So-Stressful Tips to Resolve Customer Complaints

While much has been said on how to avoid complaints from your customers, they will still happen. Assuming you’re a good person trying hard, being told you aren’t delivering takes your lizard brain from zero to sixty in a flash. You are under attack! Your heart starts pounding, blood flows from the extremities, you feel agitated…your whole body gets primed ... Read More »

The Art Of Building The Perfect-Fit Channel Partners

By now, the fundamentals of channel development are fairly common knowledge. There are different requirements for some types of vendors, but with good experience and effort it’s not too difficult build the right channel programs, tools and partner portals. However, will that be enough for them to come (and stay)? Will that be enough to attract the partners you need? ... Read More »

The Power of Unified IT with Ivanti

Although the name Ivanti is new, the company is not new as it integrated companies like Landesk, AppSense, HEAT Software and RES.  Integration has gone very well with a consolidated model for partners. Pulling everything together, Ivanti bridges security, services management and IT to automate and secure the workplace through 5 pillars of solutions: IT Security, Unified End Point Management, ... Read More »

Multitech Connects ‘Things’ to the Internet

Since the early 70’s, Multitech designs, develops and manufactures communications equipment, mainly for the industrial Internet of Things. Multitech has been providing products and services for the collection of data from machines, whether the network is analog, cellular, Ethernet, Bluetooth or wifi.  This represents a great opportunity for channel partners as the Internet of Things is creating new customer experiences ... Read More »

Panzura is the First Enterprise File System Built for the Cloud

Panzura supports leading enterprise customers by consolidating their unstructured data and providing a cloud backup or cloud copy of that data.  Panzura’s CloudFS eliminates legacy NAS and enables real-time, global collaboration.  Panzura has an API strategy integrating with the ISV ecosystem around security, compliant and regulatory.  Panzura is looking for partners acting as trusted advisors for their clients.  For more ... Read More »