3 Ways To Add Value: Services, Vertical Focus And Ecosystem Access
Channel companies and IT vendors are all shifting from hardware-based procurement and innovation cycles to a world where software and services are always-on, pay-as-you-go and constantly changing. To stand out, solution providers need to specialize, focus and do more than just resell someone else's cloud capacity.
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).
What does it mean when an IT solution provider signs up for a partner program? This simple question may be the greatest source of IT channel agita in the entire partner recruitment, enablement and on-boarding process.
If you need to create a B2B marketing database but are having trouble doing so, it may be because you have too many options. There are many approaches you can take, from building your marketing database list from scratch, buying a list, or even renting one to uncover potential leads for your product(s). Read on to learn how to figure out if you should build, buy or rent your marketing list—or if a hybrid approach is best for you. 
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.
No doubt the economy is more forgiving than it was a year or two ago and most 
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.
That may seem like a question with either a “yes” or “no” response, but it’s not. Having one big marketing campaign that you use to market to customers and potential customers across all channels does not mean you have a digital marketing plan. It simply means that you have an overall marketing plan. Here’s why you need to separate digital from your other marketing plans. 
Depending on where you, as a vendor, are on the totem pole of significance, should determine how you evaluate the importance of 
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