channel management (4)

Business Development for Solution Providers

Straightline has announced a new service aimed at helping solution providers who sell B2B to mid-to-large enterprises generate new business opportunities on behalf of their vendor partners. The service is called Business Development for Solution Providers.

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Posted by by Brian Berlin on 2009-08-11 02:42   0 comments

The Channel Viewed as its Own Brand

My friend Pat Taylor, "The Voice of the Channel" has posted new video content at Atypical Business where he urges technology purchasers to "buy local".

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Posted by by Brian Berlin on 2009-03-31 13:50   0 comments

Channel Enablement

Treat your channel partners as if they're your own sales staff. You wouldn't send one of your sales reps into the territory unprepared--nor should you do the same with a partner.

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Posted by by Brian Berlin on 2008-12-23 05:03   0 comments

Four Simple Rules for Driving Business THROUGH Your Channel

Maybe I'm restating the obvious, but channel enablement is way more important than channel recruitment. Here are four simple rules for driving business through your channel.

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Posted by by Brian Berlin on 2008-06-08 05:50   0 comments