What really drives your channel performance? A history lesson for IT vendors

How selling your sofa could help with your B2B sales strategy

By Kit Craig, Channel Consulting Director

Outsource regularly works with IT vendors struggling to maximise channel sales. Usually, according to the vendor, the technology they sell is red hot and should be flying out of their distributor’s warehouse (or the cloud, as the case may be).
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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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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.

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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 ›

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