The 3 Step Process to Recruit Partners for Your Channel

Attracting partners to your channel is art blended with science. While channel teams can leverage tools and technology to facilitate the process, it ultimately depends on their ability to identify ideal partner segments, discover the best candidates, and create relationships that stand the test of time. Despite the fact that recruiting partners for your channel may take some finessing, there are some tricks to the process.

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Subscriptions, Customers, Resellers, and Your PaaS Cloud Services

The cloud has grown to include a variety of complex business models and integration networks. As adoption increases across mid-tier and small to medium-sized businesses, researchers predict that the cloud industry will continue to boom. In fact, it’s predicted that cloud computing will increase from $67 billion in 2015 to $162 billion in 2020. Of that number, platform-as-a-service (PaaS) adoption rates are predicted to be the most rapid, growing from 32 percent in 2016 to 56 percent adoption in 2020.

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You’ve Heard of SaaS—Now Say Hello to PaaS


By now, you’ve heard of software as a service (SaaS), the most popular form of cloud service for consumers. SaaS products are hosted on a remote server and are always accessible through a web browser. For users, SaaS is straightforward, as they don’t need to worry about hardware, software updates, or patches. These applications are managed from a central location, and any integration with third-party applications is done through an API.

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3 Steps for Creating Leadership Development Programs

Recruiting and retaining top sales talent is a vital foundational step in creating mutually beneficial employee connections and successful sales programs. Whether they’re new hires or organizational veterans, high-performing sales representatives work to develop their skills and oftentimes seek upward mobility. And organizations that wish to attract and retain the best employees must be intentional and transparent about how they communicate and incorporate career development.

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How to Attract and Retain Top Talent When Hiring Millennials

What do Millennials really want? While some sales and marketing managers may have preconceived notions about not only hiring Millennials but also retaining top talent, it’s important to take a look at the facts.

Consider the notion that Millennial employees are oftentimes labeled as unsatisfied, untrustworthy job-hoppers. A Gallup study suggests otherwise. It’s not that they’re entitled; instead, it’s that this generation, which is the most racially and ethnically diverse,  often feels indifferent and detached. According to the study, only 29 percent of Millennials feel emotionally and behaviorally connected to their job and company. Only 16 percent are “actively disengaged,” meaning they’re susceptible to burning out.

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The Rise of the Technical Sales Rep in the Channel

As the sales industry continues to evolve, future reps will need a higher level of technical competence. Not only is technology changing how teams operate and interact with their customers, but products are becoming increasingly complex. On one hand, technology has simplified and automated certain aspects of modern life—and selling these solutions is an exciting prospect for channel partners. On the other hand, technology has created a demand for sales teams and their partners to stay up to speed on the wants and needs of their customers and the pulse of the industry at large.

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How to Take Your Direct Sales Strategy Global

While most businesses believe that the risks of investing in emerging markets have increased over the past decade, just as many believe that the rewards have also increased, especially in markets that seem to have become saturated with existing customers and competition. In other words, businesses by and large believe that the risk and return ratio of investing in global markets is becoming increasingly favorable.

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4 Steps for Success in Selling AdTech Solutions

The AdTech industry is rife with fierce competition and  operates at a breakneck pace, but despite this, many companies have succeeded. How have they done it? For starters, many digital media companies have legacy media history, and as such, are movers and shakers. In the evolving industry, success often means going against the grain, and refusing to view perceived or legacy limitations as a barrier.

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AI and Machine Learning: How Sales Technology Tools are Evolving

Augmenting human work with tools and technology is by no means a new concept. While machines have worked to improve human efficiency since the industrial revolution, these days, AI has become truly intelligent, as machines can recreate complex tasks. And the increasingly complex B2B sales landscape has started to leverage AI to improve the sales processes.

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How Millennials Are Changing Business-to-Business Selling

So much has been said about Millennials in the workplace over the past decade that, by now, it’s safe to say that there are several statistics that have become common knowledge.

For example, just a few years ago, Millennials accounted for more than one in three American workers and surpassed Generation X to become the country’s largest workforce segment. And that number is only continuing to grow. There are about 92 million Millennials these days, and they now make up the largest segment of consumers. We also know that, because they were born into the digital age, Millennials are savvy with technology.

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