JULY 10, 2007Issue 4

Lead generation outside of a VAR's customer base is a complex, multistep process and most VARs simply don't have the resources to handle it. Lead generation is not typically their strength. They are not normally hunters.

Charles Watson, VP of Marketing at Blue Roads discussing the strengths and weaknesses of VARs.

On The Record With BLUEROADS' VP of Marketing and Robert Cohen
Trust. Trust. Trust. Seems like every conversation I get into, that discusses the relationship between IT Vendors and Channel Partners, starts and ends with TRUST.
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10 Reasons Why I Am The Consummate Channel Advocate
If you are in marketing or channel sales at a Vendor... read this, pin it up on your wall and pass it on to upper management and hope they read it, understand it and learn to embrace the channel. If you are a reseller... keep it as a reminder of how important you are. If you own or work for a small or mid size enterprise... you already know that VARs essentially provide the only effective way to service the IT requirements of the 10 - 250 seat companies.
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Partnering Rants
With a better understanding of the corporate personality of our partners, we, as channel managers are better equipped to build successful partnerships.
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Partner Programs
According to the latest research from Amazon consulting, partner programs are only successful when they serve the channel strategy and partner growth plan, and can be effectively executed.
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Advisory Councils - The Untapped Resource
Gaining timely feedback and insight directly from your partners and your customers, can make the difference between the success or failure of an ongoing relationship.
Full Story >>>

Channel Humor
The proof is now in: we are far too dependent on computers.
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