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Recurring Revenue and Higher Margin Services Boost Your CLV

Is your best customer now going to be a customer for life? That's the question vendors should be asking as they consider their channel and go-to-market strategies in the enterprise. According to CompTIA research, more than 80 percent of managed service providers have a formal process in place for estimating Customer Lifetime Value (CLV).

Vendor M&A Leads to Channel Consolidation

The pressure to go big or go home brings a new sense of urgency to channel partners who are looking to remain a valued part of the technology supply chain.

Do You Push Or Pull Partners?

No doubt the economy is more forgiving than it was a year or two ago and most Strategic Service Providers are having more sales success. But suppliers that are strategically looking for their SSP channel partners to bring on net new customers must decide if they are pushing hard enough as well as pulling the SSPs with incentives that are effective.

Understanding The Scale Of The Partner’s Journey Versus The Buyer’s Journey

Influencing a decision has always been the goal of strategic marketing. More importantly, the fundamentals of marketing are based on the fact that doing so requires multiple touchpoints at different steps in the decision-making process.

Thinking Through Your Channel Relationships

Depending on where you, as a vendor, are on the totem pole of significance, should determine how you evaluate the importance of solution provider relationships.

Where Is MDF Headed?

In today's market, tech vendors need to shift toward a model that embraces engagement with a sales prospect over completed deals.

Prepare For The Rise Of Application-Centric IT

In 2017, the cloud industry may well deliver the long-standing promise of agile software development, and the channel looms critical in helping customers adapt to it.

Where Should Solution Providers Place Their Unified Communications Bets?

The UC market is changing and will continue to change as the cloud finds a stable home and customer buying patterns shift from CapEx to OpEx. Through this cloud and software transition, solution providers will be able to find a profitable path through services – it just depends on which of the two paths you want to take. 

Technology And The Election: How Do Solution Providers Stand To Gain?

Lying beneath all the mud that has been tossed in this year's presidential campaign are a handful of policy proposals of interest to the channel. 

For Security Solution Providers, A Crisis-Borne Opportunity

Cybercrime is rising rapidly, but that creates opportunity for security solution providers.. According to a report by Cybersecurity Ventures, the annual costs of fighting cybercrime will grow from $3 trillion in 2015 to $6 trillion by 2021.

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