Leveraging Channel Partners as Your Frontline to Sales Agility in the Technology Industry

As the technology industry landscape continues to shift towards XaaS recurring revenue models, the role of the channel is changing dramatically and forcing a new model for the vendor-partner relationship. While there are clear financial benefits of the recurring revenue transition, the underlying driver is the dramatic increase in customer control over the buying process. […]

Platform-as-a-Channel: A New Model Disrupting the Channel Partner Ecosystem

Defining the Traditional Channel Partner In 1997, MarketBridge’s CEO Tim Furey published The Channel Advantage. It became a best-selling business book, and a go-to resource for executives looking to navigate a new world in which technology was lowering the cost-per-touch every year. Smart companies realized that they needed to move away from expensive, one-on-one direct field sales if they wanted to compete […]

The Retail Revolution: 5 Ways to Adapt, Survive, and Thrive

With the rise of e-commerce and the decline of the shopping mall, the last two decades have seen massive shifts in the world of retail. Consumers are migrating online and demanding more from their purchases: lower prices, faster shipping, sustainable practices. Amazon looms large and threatens players at every stage of the supply chain as […]

The Key to Channel Engagement: Help Your Partners Help Themselves

It’s a new era in channel engagement. If you are a company that relies on a third party to sell and support your products and services, then you have noticed that your world has changed, and…you are not alone! Your partners face the same challenges as you. Your customers are spending more and more – […]