Disruption of channels in a connected world is hardly rare. Travel agents were double-punched with online booking systems and e-tickets (eliminating the need for their specialized printers). Bookstores that survived the superstores are losing the battle to online retailers. The Internet initially offered communications VARs opportunity, but then came the squeeze from out-of-state dealers, centralized deployments, and cloud providers. The cloud represents the biggest threat to the traditional channel, and at the most risk […]
Introduction A post written by my colleague Marty Parker earlier this month discusses the idea of carving up your PBX ( How to Carve PBX ). In his post, Marty refers to Andy Grove’s (former CEO of Intel) famous book, Only The Paranoid Survive: How To Exploit The Crisis Points That Challenge Every Company . Throughout his book, Andy refers to a “strategic inflection point.” I believe, beyond a shadow of a doubt, that we […]
At the end of 2013, TSIA published a book titled B4B: How Technology and Big Data Are Reinventing the Customer-Supplier Relationship. The book overviews several trends that are impacting the business models of technology companies. In his opening keynote, TSIA executive director Thomas Lah will go over tactics service organizations are currently employing to navigate these significant industry changes.
Strategy, Resources and Execution Most vendors have reasonable channel strategies and the resources to support their strategy. In the end, it will come down execution at all levels. Most vendors have reasonable channel strategies and the resources to support their strategy. In the end, it will come down execution […]
As 2013 came to a close, SearchITChannel sought out industry experts to chime in on some significant channel partner developments over the past 12 months. Looking at the big picture, there were vendor acquisitions and partner consolidation ; there was a reshuffling of the deck chairs among channel executives […]
Current Articles | RSS Feed Dave Kurlan is a top-rated speaker, best-selling author, sales thought leader and highly regarded sales leadership expert. describe the image I am asked quite often about the Challenger Sales model. I’ve written about it twice, something that might lead you to believe I […]
Scenario2 Why is it that sales models are perhaps the most under examined area when it comes to preparing for the future? Why is it that the CEO does not demand the same level of planning rigor in the sales organization as they do in the rest of the […]
Coulda, woulda, shoulda — maybe your partner business plans didn’t pan out in 2013. Well, the year is over, but it’s not too late to think about and plan for 2014. To help you do that, SearchITChannel rounded up input from industry experts on information technology trends that will […]