Reseller Channel

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.

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.

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.

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.

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.

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.

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.

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.

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.

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?

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.

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.

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.

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.

These 30 top SaaS providers run the best partner programs in the business—here’s how you can do the same.