Dell’s Channel Religion Will Be Tested Moving Forward
It was 11 years ago this week that Michael Dell penned the infamous memo declaring that Dell’s crown jewel (direct channel business) was a…
Latest Posts By Jay
Customer-obsessed marketing
Through-Channel Marketing Represents The Third Stage For Sales And Marketing Leaders
Over the past few decades, sales and marketing leaders have been transforming themselves into predictable, data-driven business units. The CRM stage started in…
April 25, 2018
IBM Channel Looking To Boost Pace Of Partners’ Transformation
PartnerWorld kicked off in Las Vegas yesterday and, for the first time, colocated with IBM’s Think main event. The 1,000-plus partners who packed the MGM…
March 22, 2018
What I See Coming For The Channel In 2018
1. Private equity will continue its sweep of the channel software space, creating some unicorns along the way With blockbuster mergers on the channel…
January 24, 2018
The Channel Software Stack – A Comprehensive (And Critical) Look At The Future Of The Industry
There has been an explosion of software vendors in the past 10 years. In fact, it has been the fastest-growing segment of the technology industry…
November 6, 2017
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Retail
Office Depot Acquires CompuCom — Is The Third Time The Charm For Retail Diving Into IT Services?
As Yogi Berra said, “It’s déjà vu all over again.” Office Depot announced the $1 billion acquisition of CompuCom yesterday, which is a strong…
October 4, 2017
Are Your Partner Channels Still Relevant? Invitation To Forrester’s B2B Forum
The shift in technology buying trends favoring line-of-business (LOB) leaders is having a significant impact on traditional partnering, reselling, and value-added services. With business buyers…
August 29, 2017
Customer-obsessed marketing
Do You Want To Be A Channel Chief?
[begin sarcasm] The head of indirect channels for an organization is the best job an individual could hope for! Traveling the world to…
August 16, 2017
Does Your Channel Run In A Silo?
I have spent my entire career in the channel. With 75% of world trade flowing through indirect channels according to the World Trade Organization, I’m…