Channel Partners Online

Business Development/Planning

Cloud Computing & The Channel: A Reality Check

No doubt "cloud" has dominated industry conversations over the past year, but is it living up to the hype? The results of our survey show that channel partners want to capitalize on the cloud trend, but questions, challenges and uncertainties remain. ...More
January 31, 2012
Posted in Reports
Gone, Gone, Gone

While no one person is ever critical to the success of a business, losing good people can be expensive. ...More
January 27, 2012 By David Byrd
Posted in Blog
XO Shares 3-Year Plan with Partners

The CLEC's strategy involves eliminating most TDM services and shoring up its service delivery with better tools and processes. ...More
January 26, 2012 By Khali Henderson
Posted in News
Mentoring Delivers Results … and So Much More

My mentor helped me write a business plan and held me accountable for it, but there is more to our relationship than that; she and I have become friends and advocates for each other. ...More
January 25, 2012
Posted in Blog
The VAR Conundrum

The opposition – between the Super VAR and the VAR “struggling with transformation" – may well be the central drama of the channel today. ...More
January 25, 2012 By Larry Lannon
Posted in Blog, Software as a Service/ Cloud Services (SaaS)
Agents and VARs: Collaborators or Competitors?

That there is any question about the relationship is a recent phenomenon. In the past decade, there has been increasing overlap in roles as technologies and networks have converged. ...More
January 25, 2012 By Khali Henderson
Posted in Articles, Software as a Service/ Cloud Services (SaaS)
Beyond Price: Selling Telecom Environment Management

If you would like to open up bigger doors with bigger clients, your story has to address more than better, faster and cheaper service. ...More
January 24, 2012
Posted in Articles
Not All VARs Are Created Equally

Carriers for the most part have been pleased with the results their professional agent channels can bring them. But they are salivating over the huge numbers of VARs – probably 10 times more than agents – that could potentially join their ranks. ...More
January 23, 2012 By Khali Henderson
Posted in Blog
Are VARs Super Partners?

It's as if these geeks (defined respectfully as those who are tech-savvy) en masse suddenly removed their black horn-rimmed glasses and donned capes. ...More
January 20, 2012 By Khali Henderson
Posted in Articles, Software as a Service/ Cloud Services (SaaS)
A Complaint Is a Gift

Complaints are not a necessary evil. Rather, they are critical opportunities to transform customers into partners and make meaningful improvements in your business. ...More
January 18, 2012
Posted in Blog