ECM Executive Commentary

  1. Channel Sales Vendor/Partner Relationships: Part 4
    11/5/2013

    In this fourthof five articles in the series, Dede Haas, channel sales strategies with DLH Services, suggests steps to take before terminating a relationship.

  2. Opportunities To Sell Managed Print Services In The Education Vertical
    10/28/2013

    Jackie Paralis and Michael Garofola, OKI Data Americas provide an example of how MPS allowed for the integration of new technology into a mid-western school district and how this delivered a win-win for the dealer and the school district.

  3. 3 New Applications For Mobility In Schools
    10/24/2013

    Derek Gerber of Tallega Software says VARs and MSPs have the opportunity to show schools how to start taking advantage of the automation, timesaving, and money-saving benefits of integrating mobility.

  4. 4 Ways to Get an “A”: Automate Workflow Processing For Education
    10/24/2013

    Ray Emirzian, VP of operations and product management for docSTAR, says workflow automation software helps to remove the burden of document routing so that teachers and administrators can focus on higher value tasks. He lists 4 ways automated workflow processing earns an “A.”

  5. Channel Sales Vendor/Partner Relationships: Part 3
    10/22/2013

    In this third of five articles in the series, Dede Haas, channel sales strategies with DLH Services, looks at dealing with channel conflict.

  6. Don’t Ignore The First Sale
    10/21/2013

    The first sale is the sale that is required to get a prospect to invest time and attention with you and your company. Gil Cargill of Cargill Consulting Group says if you try to present the second sales (i.e., your product or service) during the first contact, you're skipping this crucial, first-sale step.

  7. The Real Secret To Getting More Prospects To Do Business With You
    10/14/2013

    Robin Robins of Technology Marketing Toolkit shares a story that illustrates the key to standing out among your competitors.

  8. Partners, Vendors See Channel Conflict Differently
    10/10/2013

    Vendors acknowledge channel conflict is a persistent challenge in their partner relations, but they don’t nearly believe the problem is as severe as solutions providers, according to a new study by The 2112 Group.

  9. Channel Sales Vendor/Partner Relationships: Part 2
    10/8/2013

    In this second of five articles in the series, Dede Haas, channel sales strategies with DLH Services, asks if the relationship is truly a partnership — or is it all about the vendor?

  10. Channel Vendor/Partner Relationships: How Opposites Attract And Stay Together — Or Not, Part 1
    9/24/2013

    If a channel sales partnership is to be successful, it’s all about the relationship between the vendor and the partner. There can be all kinds of fancy channel programs and spiffs, but if the channel partner does not feel treated as a legitimate business partner, the partnership will not work.  In this first of five articles in the series, Dede Haas, channel sales strategist with DLH Serices asks, "Is it love at first sight? "

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