AUGUST 21, 2007Issue 5

The North American IT industry's go-to-market model is inefficient and ineffective. It is based on a flawed strategy whereby Vendors rely on technology-focused VARs to act as their sales team.

Robert M. Cohen, President and Business Editor, Integrated mar.com

On-The-Record With Robert Cohen and NIIT's William Vanderbilt
Vendors focus on tech training and are paranoid that if they enable VARs to be more business savvy it may translate into them being better able to sell for competitors. Truth is, business knowledgeable VARs tend to be more loyal. They respect and appreciate the assistance provided by their Vendor partners.
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The IT Channel's Looming Paradigm Shift
The North American IT industry's go-to-market model is inefficient and ineffective. It is based on a flawed strategy whereby Vendors rely on technology focused VARs to act as their sales team. Most VARs lack the business knowledge and selling skills necessary for survival. Meanwhile, Vendors ignore the core problem and continue to train them on their technology.
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On The Record with Callidus Software's President and CEO and Robert Cohen
Channel partners want to work with Vendors that provide a predictable environment that doesn't change every time the wind blows. They need to know the rules of engagement and be able to trust the Vendors they work with.
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Amazon Consulting and eChannelLine launch TechChannelCareers.com
Amazon Consulting, a firm dedicated to helping clients in the technology industry increase profitability by effectively developing and leveraging their partner relationships, and eChannelLine, one of the world's leading IT Channel publishers, has announced the launch of their new online channel job resource called TechChannelCareers.com.
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Come Visit Us At These Upcoming Channel Events
As the channel space heats up, the number of high quality channel events is increasing. Here are a few that we are attending during September and October 2007.
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