Channel Best Practices

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
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)
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)
Driving Sales on a Budget — Part 1

You don’t have to have a big budget to implement the CAR marketing method: Continuous contact, Alignment with sales and a Results focus. ...More
January 17, 2012
Posted in Articles
The Secret to Strategic Network Sales

If agents don’t understand customer environments and requirements, they are just another salesperson selling on price. ...More
January 4, 2012
Posted in Blog
Channel Leaders Discuss Mega Mergers — Part II: Channel Impact

Channel leaders from CenturyLink, Windstream, Level 3, MegaPath and EarthLink Business discuss the impact of their mergers on their indirect sales strategies and programs. ...More
December 22, 2011 By Khali Henderson
Posted in Articles, Software as a Service/ Cloud Services (SaaS)
Channel Leaders Discuss Mega Mergers — Part I: Integration Status

Channel leaders from CenturyLink, Windstream, Level 3, MegaPath and EarthLink Business discuss integration of back office, network and products post-merger. ...More
December 22, 2011 By Khali Henderson
Posted in Articles, Software as a Service/ Cloud Services (SaaS)
CTTA Expands to Encompass More Emerging Technologies

The Cloud & Technology Transformation Alliance has changed its name from the Cloud Convergence Council to reflect its expanded mission to develop and publish community-based best practices for IT vendors, channel partners and business end-users. ...More
December 20, 2011
Posted in News
The Transformation of Voice Smart Networks - Part 5

Voice Smart Networks outlines what it sees as its next steps in transforming away from transactional sales. ...More
December 6, 2011
Posted in Blog
The Transformation of White Glove Technologies - Part 5

White Glove Technologies outlines what it sees as its next steps in transforming away from transactional sales. ...More
December 1, 2011
Posted in Blog