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Channel Partner

Channel Partner: The name used to describe a company that partners with a manufacturer or producer to market and sell the manufacturer's products, services, or technologies- usually through a co-branding relationship. Channel partners may be distributors, vendors, retailers, consultants, systems integrators (SI), technology deployment consultancies, and value-added resellers (VARs) and other organizations. (Source: Webopedia)

Best Practices for Channel Partner Recruitment


Section: Research
Recruiting Value Added Resellers (VARs) and developing a win-win partnership is no easy task.  The IT Market is littered with casualty stories that could have been avoided.   
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Destination Europe: A CEO’s Guide to Developing a Successful Channel Strategy


Section: Research
Preparing to launch a new channel strategy in Europe is no easy task and is a big step requiring a solid game plan. Laid out in this guide are ten important concepts to understand before you can expect to be successful in the European markets. Taken from seasoned European Channel executives who have seen many businesses succeed and fail at this attempt to establish themselves abroad, this guide will lead you closer to developing a successful channel strategy in Europe. < ...   read more

3 Considerations for Building a Successful Channel Distribution Strategy


Section: Articles
Establishing a successful distribution strategy requires deep analysis of your specific business needs and a strong tactical approach to selecting the right distribution partners.   read more

6 Questions to ask your next European Distribution Partner


Section: Articles
So what are the reasons for appointing a distributor in the first place?   read more

Best Practices for Channel Partner Recruitment: Simple Advice for Exceeding Goals


Section: Articles
  In this article, we explore the ways IT vendors can maximise their success finding the right VARs while making fewer mistakes along the way and growing their channel beyond what they thought possible. The advice in this article comes from seasoned pros that joined together in a VARs/Resellers/Distributors discussion group on LinkedIn.   The IT market is full of casualty stories when it comes to VAR recruitment. Unfortunately, developing a stand- ...   read more

Building a Successful Channel Strategy in Europe


Section: Articles
  Europe is a viable and much sought after marketplace and many technology vendors want to tap its potential for their products. Vendors who have ‘tested’ the waters may have experienced some initial success with little or no effort, but don’t underestimate the resources required to build a channel in Europe.  Launching a successful channel strategy is a substantial step and one that needs a solid game plan. The European market has seen many for ...   read more

Five Keys to Achieving Channel Success


Section: Articles
What do successful channel programs have in common? Strong channel programs are built on a coherent framework of mutually beneficial partnerships, local market insight, exceptional channel professionals, and a sustainable, long-term approach to training and sales support, suggest two executive summary reports ("Destination Europe: A CEO’s Guide to Developing a Successful Channel Strategy” and "Best Practices for Channel Partner Recruitment”). The papers highlight many factors essential to ...   read more

Key Attributes of Good Channel Management


Section: Articles
  A channel manager is a pivotal role that guides, supports and helps VARs to succeed. At its core, good Channel Management is the foundation upon which Resellers and Vendors build a long and fruitful partnership that is profitable to both parties.  The information below has been extracted from a forum discussion on LinkedIn for VARs/Resellers/Distributors.
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Disaster Recovery in European SMBs


Section: Research
This research report looks at the attitudes of small and mid-sized organisations (with 50 to 250, and 250 to 1000 employees respectively), to disaster recovery (DR), and the role that various IT solutions play. The input was gathered via telephone interviews with 160 small and mid-sized businesses (SMBs) across the United Kingdom, France and Germany (see Appendix A for more details).  "Disaster recovery? is a term widely marketed by IT ven ...   read more

Aggressive recruitment 'key to channel partner success'


Section: News
An aggressive recruitment strategy is seen as the key to Intact Software's rapid expansion plans. The firm is looking for ten new partners that will help the business management solutions provider target the small and medium-sized enterprise (SME) market. The firms will be used to boost sales of Intact Software's iQ solution, which offers a customisable platform for the creation of enterprise resource planning strategies, reports Channel EMEA. Placeholder0The company ...   read more

Amazon Web will be in G-Cloud 3.0


Section: News
Amazon Web Services are to be integrated into the G-Cloud government cloud framework as a supplier for use by civil servants. Whilst the online retailer almost missed the second cut-off date for inclusion into the catalogue, this was due to timing, according to G-Cloud programme director Denise McDonagh. "We don't have Amazon on just now - reason is we ran out of time," McDonagh said during a webcast Wednesday by UKAuthority ...   read more

Channel partners 'getting to grips with the cloud'


Section: News
As the uptake of cloud computing continues at a rapid rate, channel partners are starting to realise the technology will enable them to expand their customer base and offer more cost-effective solutions to clients, experts have suggested. Placeholder0Telanches Sun, HP market development manager for cloud email security provider SMX, recently told Reseller News that channel partners now "understand the concept" behind the appeal of cloud solutions. Placeholde ...   read more

Channel partners 'should help SMBs align IT with overall growth plans'


Section: News
Channel partner networks should be instrumental in helping small and medium-sized businesses (SMBs) align their IT strategies with grander schemes for expansion, according to an expert in the sector. John Eng, vice-president of marketing and alliances at Parallels Asia Pacific, asserted that virtual private servers (VPS) can offer SMBs cost-effective control and flexibility, reports ABC. Placeholder0He suggested that the technology will help these firms to focus on other aspect ...   read more

IP Expo Tomorrow


Section: News
The IP Expo begins tomorrow at Earls Court, London and will run for two days with events and seminars surrounding a wealth of IT subjects, including virtualization and a host of keynote speakers. The only enterprise IT event to cover all subjects across IT is to include product launches and demonstrations and entry is free for those who pre-register attendance on the IP Expo website. It’s thought that the event will include ...   read more

Security as a service to trend in 2012


Section: News
More small and medium-sized businesses (SMBs) will adopt security as a service (SaaS) solutions in the coming year as businesses demand more adaptability. According to IT research specialist Canalys, SaaS - not to be confused with software as a service - will begin to attract more customers because of its inherent flexibility.In its latest report, Canalys said: "From the SMB side, perceived cost savings will be the primary driver to switch to outsourced security."The firm added t ...   read more

Security 'must be re-invented'


Section: News
IT security needs a complete overhaul if it is to deal with current and future threats effectively, according to Intel's software and services chief Renee James. Speaking to a crowd of McAfee internet security channel partners, James claimed that software developers and hardware manufacturers will have to work together more closely if they are to boost security. Placeholder0She said: "Security needs to be reinvented. One reason we haven't been successful is that do ...   read more

Virtual Instruments launches partner programme


Section: News
Virtualization optimisation specialist Virtual Instruments has launched a new channel partner programme that it hopes will provide resellers with the expertise to cope with the ever-changing optimisation marketplace. The firm claims that optimisation of mission-critical applications is increasingly important and resellers need to expand into this area if they are to remain competitive. Placeholder0The partner programme will focus on boosting resellers' skill sets to ensure ...   read more

Weston & Polycom Team up to Host Virtual Seminar


Section: News
Unified communications (UC) distributer Weston recently teamed up with vendor Polycom in order to run what Weston describe as "the first European channel event to use video conferencing to a mass audience receiving the broadcast in seven locations.” The virtual seminar was co-hosted by Weston VPs Keith Carter and the convergence department’s David Grant, at the event UC Vision, Video Collab ...   read more

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