How to choose the right marketing automation solution

marketing automation solution

By Adam Benson, CEO

I was at the SalesForce World Tour Sydney event this week and there were lots of delegates trying to make sense of what exactly was on offer, why they’d need it and whether they were the right fit for specific solutions. There were a lot of options to consider.


Digital Transformation for IT Sellers

Digital Transformation for IT Sellers

By Kit Craig, Channel Consulting Director

Last week I read an excellent article by Nicole Laskowski, Senior News Writer at, about Goldman Sachs’ new consumer lending business.

The article is an interview with Goldman’s CIO, Martin Chavez, who talks about having to compete with small, agile, ‘born-in-the-cloud’ lending companies. To compete, Goldman Sachs has to play the born-in-the-cloud game, embracing cloud services and open source software to be a “fintech start-up with 147 years of experience”.

There are four profound lessons in this that IT vendors and their channel partners should be taking to heart, especially those targeting enterprise customers.


Is your channel message consistent?

What Google's new changes to Gmail mean for email marketingA few weeks ago I was at a software vendor’s conference where they were spruiking the benefits of being a partner. The whole pitch was around being a services-lead business: how your business acumen and technical know-how will give the end customer the confidence to let you guide them on their IT journey, during which you can deliver best-in-class products as part of a total solution. There was lots of talk about consultancy selling and managed services.


Want more traffic to your website? The answer’s black and white

Want more traffic to your website? The answer’s black and whiteRecently the digital marketing industry has had some significant changes, as Google confirmed the rollout of Penguin 4.0.

This latest iteration of the company’s web spam filter is the first update in two years of the algorithm that was launched in April 2012 as a means to prevent website owners from artificially elevating their Google search ranking by using methods such as keyword stuffing or spamming, which are in violation of Google’s guidelines.READ MORE ›

10 reasons why resellers aren’t your sales team

10 reasons why resellers aren’t your sales teamBy Kit Craig, Channel Consulting Director

In her excellent e-book “Channel Strategy & Marketing . . . for the Rest of Us” Jacqueline Franklin makes the observation, “A thriving channel is a business imperative for any company that wants to scale. In fact, I’m hard-pressed to name one billion dollar company that doesn’t use indirect channels.

“Many companies in the B2B technology market … with a formidable direct sales force (Oracle, EMC, etc.) … [concede] that they needed additional logistical and services capacity, especially if they wanted to reach the mid-market. Indirect channels, in other words, are critical to growth and are here to stay.”