IT Biz Blogs

Helping your customers to success

by Andy Kowl, Sales Net editor

The last time we surveyed IT manufacturers, when asked to rate their channel partner program on a scale of 1-10, the majority gave themselves a 5 or less. They knew this was a weakness.

Manufacturers are not the only ones who ignore reaching out to help customers grow their business. The same strategy applies to system integrators and VARs, companies generally void of channel partners downstream.

How do you do helping your customers to succeed? I am not asking whether you are helping them to reduce costs or to run more efficiently -- that...more >>

Is your business plan like a soccer game?

by Andy Kowl, editor

It's January, so chances are you have planned your strategy for achieving success in 2010. The question is, what criteria did you give the most weight to?

I have noticed so many similarities in targeting new customers, I wonder if everyone is reading the same report or using "common knowledge" to decide on their best prospects.

It reminds me of 10-year-olds playing soccer. And regardless of the age of the soccer player, in soccer there is not much scoring.

Have you ever watched 10-year-olds play soccer? They are old enough to know that...more >>

Partners for true creative solution packages

by Andy Kowl, Sales Net editor

We are going to use this space more and more to highlight companies that are taking technology and creating practical, easy-to-understand solutions of value. There is no better place to start than with ITM based in Taichung City, Taiwan

Hedy Chen, the CEO, is a diminutive but high-energy woman who has found a way to attract partners for whom creative solutions are far more than lip service. After talking with her at the Taiwan RFID show, somehow I think it is more than coincidence that some ITM partners have packaged innovative and comprehensive...more >>

Who has the best channel partner programs?

by Andy Kowl, Sales Net editor

In talking with VARs of every type, when asked what aspect of the channel partner programs they find most helpful, or wish there were more of, we keep getting the same answer: sales leads.

When talking with manufacturers to find out what their channel partners value most from the "programs" offered to them, the answer is the same: sales leads.

Yes, I get it, you want to sell more products and services. Join the club. But how about those sales leads you either get from your partners, from trade shows, your website or any other source? What...more >>