Channel Executive Sales & Marketing

  1. Data Analytics Puts Tek Leaders In Overdrive
    3/1/2019

    Responding To The Market’s Data Demands And Shrugging Off Traditional Channel Constraints Grew Devender Reddy Aerrabolu’s It Services Firm From Zero To $25 Million In Five Years.

  2. How AIDC VAR Redline Won Produce
    3/1/2019

    This AIDC reseller has always been a step ahead of channel trends like developing proprietary software, building recurring revenue, and capitalizing on regulatory opportunities within a niche vertical.

  3. What Tech Retailers Are Buying
    3/1/2019

    A recent report from Retail Systems Research provides insight into the tech appetite of retail’s biggest disruptors — and for retail tech solutions providers, disruption is where the sales are.

  4. The Good, The Bad, And The Money: How To Sell Business Outcomes
    3/1/2019

    Let’s keep it simple: There is a result someone desires (the good), there is a current condition that is frustrating (the bad), and there are financial implications of each (the money).

  5. Make Room For The Marketplace
    3/1/2019

    The way you procure the technologies that comprise client solutions is shifting very quickly. Rules of engagement are changing, boundaries fading, and familiarity waning. The change is at once uncomfortable and an uncommon opportunity for growth.

  6. Where’s The Money In Mobility?
    1/31/2019

    Healthcare, government and municipalities, first response, and retail are among several markets that are hot opportunities for the IT services industry. They all share a heavy and increasing dependence on mobile technology. When the technology driving that mobility fails, they pay dearly. Patients, customers, and communities suffer. Sales are lost, topline revenue drops corollary to tanking customer satisfaction, and profit plunges accordingly.

  7. Data-Driven Marketing: A Struggle For IT Services
    1/31/2019

    Recent research from the CMO Council sheds light on the barriers to data-driven marketing and the tools marketers are using to overcome them.

  8. The Sales Qualification Process
    1/31/2019

    Whatever sales industry you work in, the first step is always going to be the same: to qualify your sales leads to determine how good of a fit they are (or not). It can be frustrating trying to chase after every deal. It’s ultimately a huge waste of time. It’s best if you can qualify the prospect up front and determine if it’s worth the investment of time and resources to take them through your sales process. When you do this, you won’t waste countless sales cycles chasing bad deals.

  9. The 3 Greatest Digital Marketing Challenges For Tech Resellers In 2019
    1/31/2019

    The Channel Institute polled more than 200 channel marketing leaders worldwide to learn the difference between success and failure for technology resellers in 2019.

  10. Marketing Automation For IT Service Providers
    1/31/2019

    BJ Havlik’s career has given him a senior management perspective on virtually every facet of the IT services industry. From client side to services side, from Fortune 500 to SMB, he’s just about seen it all. Here, he shares lessons learned as a client-side IT buyer with multimillion dollar budgets and how those lessons have shaped his persuasions as president and CEO at Green Bay, WI-area MSP, ITSM, and security provider SRC Technologies.