Vendors Can Help Channel Partners Close The Sales and Marketing Gap

The Channel Company research shows that sales and marketing teams have different views of marketing's role in their companies. Here's how vendors can help close the gap and keep revenue growth going.

IoT Investment Expands The Channel Opportunity

Recent investments and acquisitions indicate that the IT sector is looking to expand IoT offerings quickly. Vendors need to strong, focused channel programs to take advantage of IoT this year. 


Spectre and Meltdown Spotlight Vendor Opportunity

New CRN survey highlights how well or poorly vendors responded in the wake of the Spectre and Meltdown vulnerability discovery.

Spectre, Meltdown Issues Challenge Vendors To Keep The Channel Educated, Informed

Intel sets an example for vendors by keeping the lines of communication open with resellers and partners during times of crisis. 

Artificial Intelligence Is Getting Real: It's Time To Get Ready

What the industry's top CEOs are saying about the future of artificial intelligence.

5 Events That Made SD-WAN One Of The Year's Top IT Stories

SD-WAN went from a low-cost MPLS replacement to a sophisticated way to solve several enterprise networking issues. IT vendors and telecom service providers have taken notice.

7 Steps To IoT Success

Success in the IoT space will require vendors and channel partners to work more closely together than they ever have before. Solution providers will be critical enablers that help vendors take different technology pieces and put them together for customers as an end-to-end IoT solution.

Upsell And Cross-Sell Your Way To Success

The goal of every sales organization and salesperson is to sell a product or service. However, while selling one product is great, selling more than one—or one that carries a slightly higher price tag or margin—is the key to profitability and should be part of your corporate sales strategy.

Turning IoT Barriers Into Opportunities

As solution providers ramp up in IoT, bigger infrastructure deals and longer-term technology spending may follow. Vendors need to stay ahead of the game by making sure they have adequate channel programs and channel marketing budgets that are specifically targeting IoT.


Going Vertical

Cybersecurity and cloud-based Software-as-a-Service (SaaS) offerings are among the leading money-making opportunity for channel partners who are looking to add more recurring revenue to their business. That was the message from several of the speakers at CompTIA's ChannelCon 2017 Vendor Summit in Austin, Texas, earlier this month.