MARCH 2017
Understanding the Scale of the Partner's Journey Versus the Buyer's Journey
Robert Faletra

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.

At its most basic form, brand advertising is the first step in the process. Its goal is to raise the awareness of the company to the point where in the future the decision-maker will recognize the brand and be at least open to considering it when it’s time to buy.  Continue Reading >>
Partner Buzz
"By staying in front of our customers, we were able to at least do the same revenue as the year before. The only reason I'm standing in front of you today is because we had good customers and we took care of them."
- Doug DeCamillis, vice president of sales and marketing at Denver-based Platte River Networks, which faced heavy fallout after it was revealed that the company managed the email server of former Secretary of State and Democratic presidential candidate Hillary Clinton.
"Lenovo needs a software-defined storage strategy. But it also needs a strong storage strategy to compete. I'm not knocking Lenovo's strategy. I'm saying they need to pay attention to storage, but not put all their eggs in the DataCore basket."
- Chris Pyle, president and CEO of Champion Solutions Group, a Boca Raton, Fla.-based solution provider and channel partner to both Lenovo and DataCore, after the two companies reach an OEM agreement to integrate DataCore's SANsymphony software-defined storage with Lenovo servers.

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Rethinking Partner Engagement - The Impact of the Strategic Services Shift

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