Making Money on Pre-Sales Cloud Services
A best-in-class pre-sales team anticipates and evaluates customer needs, guides customers’ business transformations, and boosts profitability....
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11
Sep 2017
Business
05
Sep 2017
Stop Leading with Product and Deliver Better Outcomes
Technology is a tool, just like a hammer or a wrench. Skill lies in the wielder of the tool, value in what gets built....
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21
Aug 2017
Define Your KPIs Before Someone Does It for You
Getting out in front of success measures minimizes the potential of having others misinterpret channel value. ...
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26
Jun 2017
10 KPIs Every Channel Chief Should Use
Channel chiefs should define the key performance indicators that measure the operational effectiveness and success factors before someone else defines it for them....
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19
Jun 2017
Amazon is Taking Over the World; Get Used to It
The takeover of Whole Foods by Amazon rattled the retail grocery world, with many predicting legacy supermarkets already lost to the digital behemoth. The tech market is watching wearily as Amazon encroaches on its turf. It’s time to stop fearing Amazon and embrace it. ...
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06
Jun 2017
Synnex-Westcon Deal: Consolidation Amid Change
Synnex’s acquisition of Westcon is another example of distributors consolidating to gain economies of scale during a period of mission transformation. ...
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08
May 2017
Influence Is the Future Partnership
Vendors that know how to interact with and incent influencers will have an edge over those relying only on badged resellers....
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03
Apr 2017
We All Need to Delight Customers
‘Delighting’ is the key to transforming customers into advocates and resellers into partners. ...
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28
Mar 2017
The End-of-the-Quarter Problem Is Real
Exercising patience and looking at customers’ long-term needs will serve vendors better than rushing to the finish line to close sales at the end of a quarter or a month. ...
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27
Feb 2017
2112 Channel Forecast Predicts a Good 2017
Channel partners are moderating performance expectations amid a shifting technology market, but still expect growth this year....
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13
Feb 2017
Influencing Partners Through Persistent Engagement
Don’t ask partners to change all by themselves; ask them to evolve with your support and guidance....
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30
Jan 2017
3 Words to Describe the Channel
Many people are bullish on the channel’s value and contributions to the Digital Age. ...
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