Channel News

How Not To Exhibit Yourself At Tradeshows

Tuesday, May 30, 2017

Author: Cam Wayland

It's an expensive exercise to exhibit your company at a trade show. Yet so many companies exhibit themselves poorly, leaving these events with little more than sore feet. So what should you do to maximise the return on your investment?

At my recent visit to CeBIT I saw lots of examples of this, reminding me of the old John Cleese video “How not to exhibit yourself”. In walking through the exhibition hall at CeBIT, often I could not understand what an exhibitor was offering or what their product was supposed to do. The sales messaging around their company and product was either generically bland, ambiguous, or even contradictory. By not properly preparing they were potentially wasting money and were going to achieve a less than ideal show ROI, and possibly wonder why. 

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The Journey of Partner Business Transformation

Tuesday, April 04, 2017

Author: Cam Wayland

We recently did some work with the senior management team of a mid-market VAR/Service Provider on how they adapt their business model with the continuing growth of Cloud & XaaS. Our analysis identified several external forces acting upon their business, as well as internal pressures, and helped them create a set of priorities of what needs to change.

While our findings and workshop discussions were very specific to that partner, our process (described below) is a framework that can be leveraged by any partner going through a similar transition. In particular, we explore the question of what may not need to be abandoned, but instead be re-packaged, to keep you relevant to customers, vendors and staff.  ...Read More


Your Partners Are Listening.... Don't Bore Them

Wednesday, October 28, 2015

Author: Moheb Moses
If you've read our articles over the years, you will have noticed we try to make them interesting and informative without overtly promoting our own services. So it feels strange for me to write this article because I will be blatantly promoting our services at the end. Don't worry – this article is still going to be interesting and informative, and if don't agree with me, just stop reading before the final paragraph. 

The reason I feel I need to do this is that we attend many partner events that are run by vendors, and I have lost track of the number of times that I have either wanted to fall asleep during the presentation or walked out thinking "why did I bother?" With that said, I have certainly seen some brilliant presentations - but those are few and far between. So let's look at what makes so many presentations to partners fail.  ...Read More


Nine Disruptive Channel Marketing Trends For 2015

Thursday, February 19, 2015

Chris Kenton, the founder of the organisation SocialRep, recently wrote an article published on LinkedIn about the channel marketing trends tipped for 2015. Based on a larger body of work that Chris is completing, he interviewed a large number of Channel Marketing Executives and Managers to understand what challenges they are facing in growing partner revenue during 2015.

In completing this research Chris has identified 9 trends that emerged repeatedly and built them out into an informative article. This piece highlights important information for Channel Marketing Managers and Channel Partner managers alike as we head into the year, all vying for partner engagement and investment. Read the article in full to obtain some insight on what challenges and obstacles lie ahead for channel marketing and subsequently how to be prepared to deal with them successfully.

     LinkedIn: Nine Disruptive Channel Marketing Trends For 2015


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How Prices Get Shoppers Feeling Right About A Deal

Thursday, February 12, 2015

The price of a product or service is always something that a consumer considers as part of their purchasing decision. Businesses are acutely aware that some purchasing decisions are purely price driven, but it seems there is more to a price for a product or service than one would ordinarily consider.

An interesting article written by Esther Chan for the Sydney Morning Herald recently looks into some research around this topic. It unearths findings that product or service pricing can sway our decision making, depending on our mood and purpose. We think differently when buying something as a gift for example, compared to buying something for a specific purpose. This theory is an interesting one that may pose some interesting applications for your business and pricing structures.

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