ECM Executive Commentary

  1. I Sat In A Time Machine Last Week … I Borrowed A Desk
    5/9/2014

    No, more accurately, I should say I sat in a time capsule. You see, I needed to borrow a desk and a PC and was near a friend’s company. He graciously allowed me to spend some time at the desk of one of his salespeople who was out of town. I became aware that I was sitting in a time capsule, when I looked around this individual’s work area.

  2. How To Foster A Healthy IT Channel Partnership
    5/9/2014

    Glenn Williams, director of marketing and product management for Citizen Systems America, shares what his company looks for in a reseller partner — and explains why those characteristics are essential to success for any reseller in the IT channel.

  3. The Channel Success Triangle: Staff, Customer Base, Product Focus
    5/5/2014

    The biggest threats to a channel-focused distribution model come from the same “value” elements manufacturers and vendors rely on when choosing a channel model in the first place. Value-added resellers (VARs) provide folks like STORServer some very specific capabilities that are essential to success at the end of the sales process. I call these value features, the “channel success triangle.”

  4. Millennial Generation Clients: How To Speak Their Language
    5/2/2014

    The Millennial Generation is made up of more than 80 million Americans from their teens to their early thirties, making it larger than any other generation. This means that millennials, otherwise known as Generation Y’ers, are the largest group of consumers, and they’re a force to be reckoned with. They grew up surrounded by connective technology and, as a result, have come away with an eagerness and a curiosity that some view as entitlement and others view as progression.

  5. 3 Steps To Improve Partner Communication
    4/28/2014

    Manufacturers rely heavily on their channel partners for business success. This is especially true in the high-tech industry, where two-thirds of all sales flow through indirect channels. IT vendor-partner relationships thrive when lines of communication are open in both directions.

  6. 5 Things To Look For In A Partner
    4/25/2014

    Many companies today credit at least part of their success to strong and meaningful partnerships. These strategic alliances can help drive growth and profitability and allow businesses to gain a competitive advantage by accessing a partner’s resources, such as technologies, marketing support, and capital.  

  7. 5 Elements Of A Partner Program That Will Help You Achieve Your Goals
    4/23/2014

    Selecting the right partners is critical as resellers look to strengthen and grow their businesses. And while you may find that all partner programs have some similar elements, you’ll also quickly learn that each program is very different.

  8. Five Things an MSP Needs To Know About Nonprofits
    4/22/2014

    The 1.5 million registered nonprofits in the US can be a rewarding vertical for MSPs to explore in their market. With some research and planning, nonprofits can be a satisfying and profitable addition to your client roster. Working with nonprofits devoted to solving today’s substantial issues can engage the hearts of your employees, boost your reputation with current clients and elevate your standing within your community.

  9. 5 Key Factors In Enterprise Technology Buying Decisions
    4/17/2014

    Often companies want to purchase the latest and greatest automation tool because of industry buzz without fully determining if it is the best possible long term solution for their businesses.  Whether your client is choosing a new ERP, CRM, or enterprise content management system, enterprise level technology buying decisions are crucial to their business. Helping your clients make the right technology purchase can make or break that company’s success and your status as a trusted advisor.

  10. 3 Tips For Selling Printing Solutions To Healthcare
    4/15/2014

    The healthcare business is becoming increasingly complex. Providers are being asked to deliver quality care, ensure patient safety, and improve operations in an environment where costs are soaring and reimbursements are dwindling. On top of all of those demands, healthcare organizations are undergoing a major reform resulting in more intricate processes throughout their institution. 

Newsletter Signup
Newsletter Signup
Get the latest channel trends, news, and insights
By clicking Sign Me Up, you agree to our Terms and that you have read our Privacy Policy.