Series III - Part 3 JANUARY 23, 2008

The key to selling IT products, services and solutions to the US and Canadian SMB market (10 - 500 seats) is leveraging the VAR channel. This is most successfully accomplished by considering all stages of the Channel Sales Cycle and how it fits your specific situation. Continuous open dialog between the Vendor and its VAR partners is imperative. To that end, a series of Channel Sales Cycle Workshops and Webinars have taken place over the past few months. The articles here, in this eighth of nine Special Editions of Channel Advisor, have been supplied by Industry experts.

Are You Part Of The Solution... Or Part Of The Problem?
Part 1 of 2: The Role Of The IT Channel
The IT Channel works, despite itself... especially in the evasive, hard to reach and even harder to service SMB marketplace. While Vendors make products, SMBs need solutions. Every day, thousands of North American VARs facilitate this process for millions of SMBs.
Full Story >>>

Part 2 of 3: 2008 Partner Enablement Trends
Trend 2: Disproportionately Invest In Partners
Not all channel partners are created equal. So why should IT vendors make the same amount and type of investment in each?
Full Story >>>

RESOLUTIONS FOR 2008: Get to Know Your End-Customers
Yes, you can and should know about your end-customers; this information is critical to planning and forecasting as well as product development.
Full Story >>>

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