MPS CORNER - ASK THE EXPERTS
ECM EDITOR'S NOTEBOOK
Recommended VAR Reading: The Challenger Sale
I read The Challenger Sale about a year ago and have been testing its principles and techniques whenever I can. I think the business-to-business sales methods taught in this book are the real deal and could have a significant impact on VAR organizations as they strive to be trusted advisors.
Is Your Scanner Too Fast?
In this podcast we spend some time talking about scanning and capture and the fact that what happens before you capture the data is just as important as capturing the data itself, more along the lines of a migration, away from feeds and speeds to efficiency and possibly some things in that realm you may not have thought about before.
Thinking Beyond The UPS Ramesh Menon, Global IT Channel Manager for Eaton Corporation, talks with Jameson Publishing and Business Solutions magazine President Jim Roddy in this exclusive Executive-To-Executive interview.
How Managed Services Can Grow Your Business Justin Crotty, VP of Services North America for Ingram Micro, talks with Jameson Publishing and Business Solutions magazine President Jim Roddy in this exclusive Executive-To-Executive interview.
Mercury Discusses Recurring Revenue At Channel Transitions West
For Business Solutions magazine readers who couldn’t attend Channel Transitions West on April 29, 2014 in Santa Ana, CA, Jake West, who manages Mercury’s business development team, shares in this video what he discussed with conference attendees, including finding recurring revenue streams for your business.
GFI MAX Discusses Tools For MSPs At Channel Transitions West
Todd Haugland, lead sales engineer for GFI MAX, discussed tools for managed services providers with conference attendees at Channel Transitions West on April 29, 2014 in Santa Ana, CA.
F-Secure Meets SaaS Channel Members At Channel Transitions West
Michael Wong, systems engineer at F-Secure, summarizes what he discussed with conference attendees at Channel Transitions West on April 29, 2014 in Santa Ana, CA.
ECM EXECUTIVE COMMENTARY
Channel Sales Vendor/Partner Relationships: What Vendors Want (Part 5)
It’s not love at first sight. It is all about the relationship between the vendor and the partner if a channel sales partnership is to be successful. A better understanding of what a vendor expects from a partner helps the solution provider make well informed and prudent business decisions that have a positive and profitable impact on their organization.
ECM INDUSTRY EVENTS