Note from the Editor

Great news! The Channel is resurging as the IT industry leads the recovery. Vendors are looking to recruit reseller partners like never before and channel marketers are discovering new tools, processes and practices to drive results. Most intriguing are advances are in the once-elusive area of channel ROI tracking and measurement. This issue features advice from the best of the best…read on!

– Jim Novy, Editor

Featured Content

WHY PARTNER JOINT MARKETING PLANS FAIL – Most channel programs fail because of poor execution—not because of poor design. Consider adopting the Joint Marketing Planning (JMP) process to align sales and marketing efforts. Read Full Story

MDF OR REBATES…WHICH IS BETTER – Effective channel marketing programs are basically a series of “carrot” and “stick” value propositions to your channel partners. It is time to rethink traditional incentives to boost results. Read Full Story

WHAT ARE BEST-IN-CLASS CHANNEL MARKETERS DOING RIGHT? – What are the best-in-class performers doing with their channel programs to help them be so successful? An Aberdeen study identifies key characteristics to yield 157% higher lead conversion rates and 44% higher quota attainment. Read Full Story

KEY ATTRIBUTES OF GOOD CHANNEL MANAGEMENT – Channel management is the foundation upon which resellers and vendors build a long and fruitful partnership that is profitable for both parties. LinkedIn Group members discuss what it takes to build a solid channel partnership.  Read Full Story

THE 6-STEP PLAN TO FIX THE SALES ENABLEMENT DISCONNECT – This sales-marketing disconnect is costly and completely avoidable for IT marketing professionals who adopt a simple 6-step plan.  Read Full Story



Resources

BLOGS

Channel Champion -- Your source for best practices and industry expertise on all things channel marketing

ChannelInsider -- Ziff-Davis' Enterprise blog "empowering the next generation channel"

LINKEDIN GROUPS
VAR Talk -- Discussing channel trends, recruiting new partners or alliances, marketing products

Channel & Account Management Experts -- A group for channel professionals to connect together and share experiences.

SITES
Everything Channel -- The premier provider of channel-focused research and consulting, events, media and custom solutions for the technology industry

EVENTS
Channel Focus Western Europe, UK and North America -- The leading series of conferences dealing with channel marketing and sales issues for senior executives in technology.

JOB BOARDS
MktgLadder – A consolidation site featuring $100K+ marketing jobs worldwide

The KITList – Founded in 1997, this site features mostly San Francisco Bay-Area jobs for 67,000 subscribers

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