Channel News

How to Write a Killer Sales Proposal

Wednesday, September 15, 2010

There are few activities in the world of selling that are more time-consuming (but potentially lucrative) than writing sales proposals. They’re a lot of work, but they’re also the key to winning the big money deals. Therefore, if you’re going to write a sales proposal, you’ve got to do it right, and get it right.

In this article, Geoffrey James shares everything he's learned about about writing winning sales proposals from a collection of world experts on the topic.

 ...Read More

Channel Reward Systems – You Get What You Reward

Tuesday, August 31, 2010

Author: Cam Wayland
We often get asked to audit channel programs and incentives, in order to diagnose why channel facing staff or partners are behaving in a certain manner. In many cases, the answer comes down to the way the reward system has been structured. Partners (like staff) will always look for the easiest way to achieve target, but how they go about it may not have been what the program developer intended.

When designing a channel engagement strategy, program or promotion, the two big questions are:  ...Read More

Consulting Room: Financial Fitness and Partner Profitability

Tuesday, August 03, 2010

Cam Wayland recently participated in ARN’s Partner Profitability roundtable, which fostered spirited discussion around some of the business and profitability issues facing the channel, as well as new profit opportunities going forward.

In this article that appeared in ARN, Cam shares his thoughts on how integrators can develop "Financial Fitness" and improve their profitability.

 ...Read More

How to Be Productive: Stop Working

Monday, July 26, 2010

Many companies pride themselves on their "Work Hard, Play Hard" attitude. But as I look around, all I seem to see is the "hard work" bit. The economic downturn has resulted in many companies and individuals having to work a lot harder just to achieve the same profits as last year. And for some companies, being first to arrive to work and last to leave is worn as a badge of honour.

But maybe the answer to improved productivity isn't simply putting in more hours. In this article, Margaret Heffernan suggests that the key to greater productivity is not to work harder, but rather to change the way we work.

 ...Read More

Is Apple's Marketing a Complete Disaster?

Tuesday, June 15, 2010

Most people would consider Apple to be one of the world's best marketing companies. From the market domination of the iPod, to the runaway success of the iPhone, to the ever-increasing hype surrounding the iPad, Apple is certainly never far from the limelight. 

But despite Apple's phenomenal success, Apple’s marketing has always been mediocre (at best), and at worst has been a complete disaster, according to BNET's Geoffrey James.

 ...Read More

Comments From Our Clients

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    ARN – Editorial Director, ARN, IDG Australia
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    Ingram Micro – Product Manager
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    itX Group Limited – Marketing Manager
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    Lexmark – General Manager Channels
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    Symantec – Business Development, Education Services
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    Watch Guard Technologies – Sales Manager
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