The most commonly missed step in making your products and services channel ready

The most commonly missed step in making your products and services channel ready
By Kit Craig, Channel Consulting Director

I love the excellent product quality today. We’re surrounded by technology that works well inside products that are generally well-designed. The vendors behind these technology products are mostly well-governed businesses that comply with our extensive consumer protection laws.

Perversely, that is often a problem when those same vendors want to sell their hardware, software and services through the indirect channel.
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How do you know it’s time to hire a marketing manager?

How do you know it's time to hire a marketing manager?

By Adam Benson, Director

In the B2B sector it’s common to find businesses that have been successful without much focus on outbound marketing (by their own admission).
If you do a quick scan of their marketing there’s a ‘what we do’ kind of website, some designed company credentials documents, a PowerPoint deck for presenting to customers and prospects, maybe some data sheets that explain the range of services and a quoting or proposal template, possibly a customer newsletter and an on-again, off-again attempt at regular blogs or LinkedIn posts.
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How selling your sofa could help with your B2B sales strategy

How selling your sofa could help with your B2B sales strategy

By Adam Benson, Outsource Director

My family recently moved house. We were packing up and trying to find a home for a few surplus items of furniture that won’t fit in the new place. As a result, I got the job of wrangling with eBay.

As I was trawling through my ‘selling’ list of larger, more costly items, it occurred to me that there are some good lessons to be learned when comparing this experience to lead generation for B2B companies.
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Why is B2B content marketing important for your business?

B2B content marketing

Creating a content marketing strategy for your B2B business is easy and comes with many benefits. If you want to find out what content marketing is, the types of content marketing you can use, how you can use it in the B2B space, and the benefits you’ll reap from your efforts, read on.
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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 CIO.com, 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.

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