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Channel Software Tech Stack (2019) — INFOGRAPHIC

Jay McBain November 22, 2018

(CLICK FOR HIGH RES) The channel technology stack is a group of technologies that brands leverage to manage and improve their indirect sales processes and partner programs. Often, the focus of channel technologies is to make difficult processes easier, automate workflows, measure multi-tier activities, and drive more efficient spending, coverage, and partner communication. The channel […]

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Partner Relationship Management (PRM) Comes Of Age

Jay McBain November 2, 2018

Maturing Into A Horizontal Channel Management Platform Aligned With CRM and Marketing Automation Channel and alliance leaders are known to be good jugglers. With the average partner program containing over 90 distinct components, encouraging channel growth while mediating conflict is a complex undertaking. Partner relationship management (PRM) connects the dots between partner planning, recruitment, onboarding, […]

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A Just-Published Forrester Wave™ Proves That B2B Commerce Suites Have All Grown Up

John Bruno September 13, 2018

We’ve just published “The Forrester Wave™: B2B Commerce Suites, Q3 2018,” and B2B companies, you’re in luck — you now have a viable list of options with a focus on B2B. We battle-tested the 12 most significant vendors — Apttus, Episerver, Handshake, IBM, Insite Software, Intershop, Magento, Oracle, Salesforce, Sana Commerce, SAP, and Unilog — […]

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Dell’s Channel Religion Will Be Tested Moving Forward

Jay McBain May 2, 2018

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 revolution, not a religion. The very thing that anchored its messaging and competitive advantage over the first 15 years was not an absolute. Back then, it was a lesson in customer […]

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Through-Channel Marketing Represents The Third Stage For Sales And Marketing Leaders

Jay McBain April 25, 2018

  Over the past few decades, sales and marketing leaders have been transforming themselves into predictable, data-driven business units. The CRM stage started in the 1990s and accelerated quickly a decade later with lower-priced cloud offerings. The marketing automation stage began to grow exponentially around 2008 and has reached critical mass in its first decade. […]

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IBM Channel Looking To Boost Pace Of Partners’ Transformation

Jay McBain March 22, 2018

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 Grand Arena heard some great messaging around simplified programs, reduced contractual requirements, and a direct sales team who was finally getting channel religion delivered through its paychecks. In the hallways […]

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The Channel Software Stack – A Comprehensive (And Critical) Look At The Future Of The Industry

Jay McBain November 6, 2017

NOTE: This is last year’s channel tech stack. Check out the new 2019 Channel Tech Stack here. 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 and a big driver of digital transformation across all 27 industries. (Check out […]

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Office Depot Acquires CompuCom — Is The Third Time The Charm For Retail Diving Into IT Services?

Jay McBain October 4, 2017

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 pivot into IT services for the 31-year-old retailer. The deal adds 11,500 employees — including 6,000 licensed technicians — and a database of millions of end clients to Office Depot’s 1,400 […]

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Are Your Partner Channels Still Relevant? Invitation To Forrester’s B2B Forum

Jay McBain August 29, 2017

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 now leading or influencing 65% of new technology projects, partner business models that we built around product sales are struggling to stay relevant. Business leaders do not have the patience […]

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Do You Want To Be A Channel Chief?

Jay McBain August 16, 2017

[begin sarcasm]   The head of indirect channels for an organization is the best job an individual could hope for! Traveling the world to glorious destinations, hosting parties and galas for partners, spending millions of dollars in marketing funds, and striving to drive more boondoggles than last year — all while not being held accountable […]

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Does Your Channel Run In A Silo?

Jay McBain July 21, 2017

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 always interested in seeing how businesses organize, manage, and execute their partner and alliance programs. We know that B2B marketers have been working to break down silos for years to […]

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Why Usage-Based Car Insurers Need Don Draper

Ellen Carney June 17, 2014

Don’t you hate when a company advertises a product but fails to make it easy to find and buy? Mad Men’s Don Draper, who, in the 1960’s could have been as likely to work in insurance as advertising (but the story would have been not nearly so interesting), would have a field day with the […]

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Why The Future Of Insurance Will Be Mobile And What Will It Mean For Insurance Business Models

Ellen Carney September 30, 2012

Anybody out there who doesn't have a mobile device, raise your hand…just what I thought. The explosion of mobile phones and apps in the everyday lives of consumers–and agents–is powering big changes in the business of insurance.  Heightened customer expectations are getting formed by the changing mobile landscape; new generations of customers; new competitors, and […]

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Expedia/Groupon Create A New Travel Marketplace -- Travelers Will Love It, Travel Sellers Will Have To Be Careful

Forrester June 1, 2011

On June 1, 2011 at All Things Digital’s D9 conference, Expedia, the world’s largest online travel company, announced it and Groupon would launch a new travel deals product, “Groupon GetawaysTM With Expedia” (forgive us if we shorten that mouthful to just Groupon Getaways). Both Groupon and Expedia already offer their own assortment of travel deals. Expedia’s […]

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End of an era: AMR Corporation to shift from Sabre to Hewlett-Packard

Forrester August 26, 2009

[Posted by Henry Harteveldt] In October 1959, American Airlines (AA) and IBM created the precursor to eCommerce with an electronically based inventory and reservations system. This system grew into what we now know as Sabre, the first airline computerized reservation system. Once owned by American Airlines, AMR (AA’s parent) spun off Sabre in 2000. Sabre […]

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Hotel professionals: Your thoughts about 2010 can get you free Forrester research

Forrester August 6, 2009

[Posted by Henry Harteveldt] Hello again. The global hotel industry is battling some tough times. To get a better idea of the industry's outlook for 2010 and the role you see distribution playing in your efforts, we're inviting hotel professionals to take a quick (10 minute) online survey. In exchange, we'll send you a complimentary […]

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Angry Online Travelers Consider Abandoning The Web

Forrester August 5, 2009

Hello again everyone. Our most recent research report, "Using Digital Channels To Calm Angry Travelers," has been getting a lot of attention. To put it mildly, travelers are so angry with poor online travel experiences they're approaching a breaking point. Check out the steady decline in the number of US online leisure travelers who enjoy […]

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What travel eBusiness research topics would help you be most successful?

Forrester July 31, 2009

Hi everyone. There's no shortage of research topics on which I could write. But rather than make the decision unilaterally, I thought it would be more productive — and fun — to shake up the a bit. I'd like you to tell me what research would be most useful for you. Our job as Forrester […]

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Better eBusiness May Have Helped Hotels Avoid A Truly Lousy 1H09

Forrester July 31, 2009

Wow, once you get into this blogging thing, it's hard to stop… I am a fan of Travel Weekly, a truly comprehensive travel industry publication. I've been reading Travel Weekly for the million or so years I've been in the travel industry and am sincerely impressed with how its editor, Arnie Weissman, continues to take […]

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