ECM Executive Commentary

  1. 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.

  2. 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.

  3. 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?

  4. 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? "

  5. 5 Ways To Turn Training Into A Revenue Generator
    9/17/2013

    Dan Schwab, co-president of D&H Distributing, lists ways VARs can leverage training to their advantage.

  6. Managed Service Myths Break-Fix VARs Believe
    9/11/2013

    ASCII member Douglas R. Grabowski, managing partner of Grabowski Group, tells why it’s not difficult to change your business from break-fix to managed services He lists five common myths a break-fix VAR might believe — and the truth.

  7. 4 Tips to Boost IT Services Profitability
    9/9/2013

    Len DiCostanzo, senior VP of community and business development for Autotask, gives four tips to help improve pricing strategies to increase profits on IT solutions.

  8. Is The “Break/Fix” Model Still Viable?
    8/28/2013

    Technology breaks. It’s a reality we all face. Justin Crotty, senior VP and GM of NetEnrich points out that how a solutions provider chooses to manage the breaks is what separates the good from the great.

  9. 3 Ways To Increase Revenue From Consumables
    8/12/2013

    Dealers understand that the initial hardware purchase is the beginning of a long-term customer relationship and the start of a recurring revenue stream. The post-hardware purchase of consumables provides the real profit and margins for dealers and can generate recurring revenue on a regular basis. Mike Garofola, senior marketing manager, channel and education for OKI Data Americas shares a few tactics for dealers to consider as an opportunity to increasing revenue from consumables.

  10. The Appetite For 802.11ac Standards
    7/3/2013

    The appetite for wireless bandwidth is seemingly insatiable. Today employees typically tote a combination of smartphones, tablet computers and laptops – all which allow them to stay connected to the people and information they need to get their jobs done quickly and efficiently. As a result, there are more devices and more traffic pressuring the performance on wireless networks, and many enterprises are looking toward the capabilities that 802.11ac standards will bring.

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