Channel News

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.

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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.

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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.

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The 7 Principles of Public Speaking

Thursday, June 03, 2010

Those of you who have read some of our past articles would know that we believe that a key attribute of great Account Managers is their Presentation and Communication Skills. Whether you are a Channel Account Manager selling to partners, or a Reseller selling to end-users, your ability to deliver a compelling and articulate message often determines how you are perceived, and ultimately whether people will buy from you.

So when we come across an article that provides some practical and simple steps to delivering great presentations, we feel it's our duty to share it with you. The attached piece from Richard Zeoli covers 7 principles that are at the heart of great public speakers. We hope you find it as valuable as we did.

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Choosing The Right Distributor (if you're a Vendor)

Wednesday, May 19, 2010

Author: Cam Wayland
Vendors often measure, profile and segment their partners and distributors based on revenue performance, but rarely do they dig deeper to look beyond the numbers to the driving forces behind the strategy.

This article looks at tips to ensure your business is aligned to the right match of distribution partners, and therefore the right reseller partners, and ultimately their customer base.  ...Read More

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    Ingram Micro – Product Manager
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    Lexmark – General Manager Channels
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