Customer life cycle management is an important issue for every business selling cloud services. Where there was once traditional solution selling around a large capital item followed by install and management, we are now seeing the consumption of IT as a service driven by cloud technologies. Cloud services are usually billed monthly over a fixed … Continued
If you are a regular reader of this newsletter you will recall last month’s feature article about whether there is a role for the channel in the cloud. The article explored and explained the theory that there is in fact a role for the channel when it comes to the cloud but that it is … Continued
Vendors and Distributors are always on the hunt for the best way to incentivise their business partners to increase their sales and profits. There are many incentive programs out there that most of you would have either participated in or executed against at some point during your career, if not on an ongoing basis. The … Continued
The pursuit of virtually all businesses is to increase sales and profitability. Companies spend a large portion of their time developing and executing strategies, marketing plans and organisational structures in an effort to achieve these desired increases. This is not only done at a senior management level, but also within sales teams and by individual … Continued
There is no doubt that customers are starting to examine how they procure technology, and opting for a Cloud model rather than the traditional CapEx model. However, while this shift may provide a range of benefits for the customer and potentially the channel, it also brings with it some fundamental changes to the way technology … Continued
Whether you work for a Vendor, Reseller or Distributor, you would have sat through many presentations throughout your career. Some of these of these would have been amazing while others might have been enough to put you to sleep. The importance of being able to deliver an effective presentation is well known, however we don’t … Continued
Back in July ARN hosted the first of a new Luncheon series in Sydney (Insight Luncheon series). Our own Moheb Moses was the keynote speaker at this event to a full house of 85 guests with his discussion focused on the business impacts of transitioning a channel business to the cloud. In line with this … Continued
Every partner wants to be on the receiving end of leads from their vendors. What’s more vendors often promise leads as rewards for certain partner behaviour such as training, certification and marketing activity. Partners invest their time, money and resources into a vendor and want to be rewarded accordingly. What is it however that truly … Continued
We have recently been asked by a couple of clients to help them design, build and implement a new partner program, either as a re-launch of an existing program or as their first serious attempt at recruiting and managing partners. We hope this article provides an insight into what to do, what not to do, … Continued
Many vendors today offer a rebate program to their key partners as part of their broader Partner Program. A good rebate program will be designed to incent and reward partners for achieving predetermined sales goals and or meeting specific objectives related to sales success. Many vendors find rebate programs to be extremely effective for motivating … Continued
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