Tag Archives: Channel Development
Reevaluating the Timing and Costs of Recruiting New Channel Partners
A ‘perfect storm’ brewing around the issue of channel development By Beth Vanni, Vice President, Amazon Consulting A variety of economic and industry innovation elements are currently combining to create the “perfect storm” of channel development issues including: – A … Continue reading
December 15, 2010 | Leave a commentTwo-Buck-Chuck Wine: Are Volume-selling and Exclusives Still Relevant Channel Strategies?
By Beth Vanni, Director, Market Intelligence I have had the good fortune to marry into a large Italian family — a family of fantastic cooks with very sophisticated palates and a great appetite for good wine. During a conversation with … Continue reading
January 11, 2010 | Leave a commentWhat’s the Deal? Multi-vendor “DealReg” Is Here
Live from Diane’s Desk - weekly update on what’s happening around Amazon Consulting – channel news, trends and partnering matters. Diane highlights vendor’s need for clear visibility into deal pipeline and new solution to make it easier for channel partners … Continue reading
June 23, 2009 | Leave a commentRecruiting the Right Partners
By Beth Vanni Recruiting the right partners remains an age-old channel management challenge. Vendors have gotten increasingly more sophisticated at the “whys” and “hows” of recruiting over the years. But the fact that nearly 50% of vendors surveyed in our … Continue reading
April 3, 2009 | Leave a commentDell Distribution Agreement Shock Waves
By Tim Lowe Finally some news other than what’s going on in the economy! DELL’s distribution agreement announcement is sending shock waves throughout the industry larger than rumors of IBM-SUN merger discussions. The availability of a subset of the DELL … Continue reading
March 30, 2009 | Leave a commentIs Your Channel Partner Dashboard Flashing “Maintenance Required”?
I recently took my 2006 Honda Odyssey into the mechanic because as I was driving to work the dashboard light indicators were lighting up like a Christmas tree. It began with a bright red brake indicator, next came the oil … Continue reading
March 4, 2009 | 1 CommentLook Three Turns Ahead
Any good snow skier know you have to look three turns ahead to navigate moguls with speed and agility. If your focus is on the current bump, by the time you navigate that turn, you’re tossed back on your heels … Continue reading
January 23, 2009 | Leave a commentNew Year’s Resolution…Adopting a Values Based Model
Life goes on in this heavily media fueled recession world we live in. And, as a fair part of our world’s economy seems to operate on ‘confidence’, I started to think about what confidence means. My thesaurus gives a whole … Continue reading
December 5, 2008 | Leave a commentAdd to Google
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