Reseller Channel

  • Advice For Marketing IT Services & Solutions To The Hospitality Industry
    Advice For Marketing IT Services & Solutions To The Hospitality Industry

    Crystal Barrineau is director of marketing at OrderCounter — a technology company that specializes in point of sale and cloud-hybrid solutions for restaurants. Crystal took time to talk with VARinsights.com about the importance of on-site demos, marketing tactics that work in hospitality, and more. VARs take note: while OrderCounter may be a software provider, Crystal offers up some good nuggets VARs — particularly those in the POS world — should pay attention to.

  • 3 Ways RFP Responders Can Better Help Companies Win More Business
    3 Ways RFP Responders Can Better Help Companies Win More Business

    Unlike sales professionals who may traverse the country from one trade show or convention to another on a weekly basis, RFP responders often stay put year-round. As such, many of the attendees found tremendous value in the ability to finally connect with like-minded folks who share the common goal of helping their companies win more business.

  • Why Strategic Partnerships Are Key To AI And ML Success
    Why Strategic Partnerships Are Key To AI And ML Success

    Artificial intelligence (AI) and machine learning (ML) technology firms’ channel strategies have become increasingly reliant on strong strategic partnerships and trusted resellers. It is critical to select best-of-breed companies who can bring data-driven value to the technology platform.

  • The 4 Drivers Of Software Vendor's Channel Partners In 2019
    The 4 Drivers Of Software Vendor's Channel Partners In 2019

    2019 presents a great opportunity for software vendors to take stock of their services and ensure they’re incorporating the latest innovations and service offerings into their organizations to meet today’s market and channel partners' needs. While there are a number of factors that will drive new channel solutions, we can expect the following four to prompt the most significant changes for your partners.

  • Advice For Marketing To Retailers
    Advice For Marketing To Retailers

    Jamie Gray is responsible for planning, developing, and implementing branding strategies for LOC Software, and he talks with Software Business Growth about how to – and how not to – market to retailers, channel partners, and more.

  • Software Providers: Help Your Partners Help Themselves
    Software Providers: Help Your Partners Help Themselves

    Having spent nearly 30 years in enterprise software sales, I can tell you that there’s no such thing as a passive channel partnership — at least not one that lasts. As a vendor, your end of the bargain is to help partners help themselves. Here are a few suggestions to engage partners and help drive joint success.

  • Mitigating Direct vs. Indirect Sales Channel Conflict
    Mitigating Direct vs. Indirect Sales Channel Conflict

    Selling more software through indirect sales channels can create headaches for your direct sales team – and your partners – unless you proactively take steps to address the potential conflict.

  • 6 Mistakes Software Companies Make With Channel Programs
    6 Mistakes Software Companies Make With Channel Programs

    Building an indirect sales channel is not easy, and it takes time and effort to do this correctly. In building our channel at MicroBiz, here are a few lessons we learned.

  • How Better Marketing Content Can Boost Channel Sales
    How Better Marketing Content Can Boost Channel Sales

    To sell in the channel, it’s important to remember that you’re no longer selling software; you’re selling a solution to a pain point your end users have. How your marketing content reflects this is key. Here are three ways to boost sales with better marketing content.

  • Excite, Enable And Execute: The Critical Role Of Partner Engagement
    Excite, Enable And Execute: The Critical Role Of Partner Engagement

    Success comes in many forms, but a significant area of importance for business growth is the building and maintenance of collaborative partnerships. If a small business is built on a model that cannot sustain more than a handful of clients at any one time, how do you scale?

  • 5 Ways To Ignite Revenue Growth For Your Company
    5 Ways To Ignite Revenue Growth For Your Company

    If you want to dramatically grow your revenue you need to determine what will propel or ignite your company’s revenue growth. What are the critical elements of your go-to-market strategy and plan that will make the difference for you? What do you have in place and what is missing? Are you operating on all cylinders? Let’s review five ways you can ignite your revenue growth and innovative best practices which you can implement today.

  • Channel Enablement Definition – What Is Channel Enablement?
    Channel Enablement Definition – What Is Channel Enablement?

    What is channel enablement exactly? Channel enablement has emerged as a leading concern for organizations that rely heavily on partners to sell and market their products and services.

  • Why Sales Reps Aren’t Using Your Channel Management Software
    Why Sales Reps Aren’t Using Your Channel Management Software

    We hear it all the time. The sighs of exasperated channel account managers and channel marketing managers who toil away implementing and maintaining legacy PRM systems that are rarely, if ever, actually used by their partners’ sales reps.

  • 13 Questions To Help Decide If The Channel Sales Model Is Right For You
    13 Questions To Help Decide If The Channel Sales Model Is Right For You

    If you want to sell through the channel, you begin with a pre-departure checklist. I know it sounds tedious, but it’s not a waste of time. In fact, you may get to know your company better by going through this assessment.

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