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.Read More
There is a general misconception that companies create their own brands. This simply is not true. A brand is created by the way others perceive your company, its products, and the services it offers. A brand becomes the way they feel and think about you. Even though companies don’t create their brand, they influence it by their actions.
To illustrate, let’s examine two examples, Volkswagen and Kia. Volkswagen launched the brand strategy “working with you” in 2013. Their goal was to establish the idea that they were meeting their customer’s needs. When news hit in 2015 that they had installed a cheat emissions devise in their U.S. vehicles, the once premium car manufacturer quickly lost credibility and confidence in consumers and their customers. Their customers no longer felt like Volkswagen was “working with them.” They perceive the brand as cheaters and dishonest. Not only have they experienced significant job cuts over the last few years, but they have lost revenue as a company. In 2016 sales in the United States dropped 8% in one year.Read More
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.Read More
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.Read More
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.Read More
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.Read More
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.Read More
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.Read More
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.Read More
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.Read More