Gartner: IT budgets could grow 2.3 percent in 2009

Posted October 16, 2008 by Channel Sales
Categories: elsewhere

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Following the recent events on the financial markets and the world economy in general, Gartner has revised its 2009 IT budget prognostications. The fact that the numbers are lower isn’t surprising, but the firm’s projections could be a lot worse.

“In a worst-case scenario, our research indicates an IT spending increase of 2.3 percent in 2009, down from our earlier projection of 5.8 percent,” Peter Sondergaard, Gartner’s global head of research, said during this week’s Gartner Symposium/ITxpo in Orlando, Fla. Read the rest of this post »

How to add RelayWare.com to Windows Live Favorites

Posted October 16, 2008 by Channel Sales
Categories: marketing

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Please add a link to www.relayware.com to Windows Live Favorites. You can login using your Hotmail / MSN Messenger account details.

Be creative when specifying the Title! These are a couple of example titles that you can use:

RelayWare Channel Marketing
Partner Relationship Management
RelayWare PRM
Channel Sales Lead Management

Partner Performance teams up with RelayWare

Posted September 26, 2008 by Channel Sales
Categories: foundation network

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Foundation Network Ltd has signed an agreement with Partner Performance to represent its end-to-end PRM software solution, RelayWare, in the Benelux. Partner Performance will incorporate RelayWare into its existing portfolio of partner management solutions.

Read more …

Do your channel partners create demand?

Posted September 23, 2008 by Channel Sales
Categories: channel sales

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The Inkanote blog discusses how some manufacturers who sell to channel partners (dealers, resellers, retailers) do not think the channel actually “creates demand” for the product. Management often sees the channel as a place to “park inventory” to get it off the manufacturer’s shelves before the end of the quarter.

A good PRM system helps you to scorecard your partners based on a variety of parameters, this enables you to pinpoint exactly which partners add the most value to your channel sales. In turn, you can reward and incentivize your partners to enhance your relationship with the channel.

CRN Special Report: Next Generation Marketing

Posted September 22, 2008 by Channel Sales
Categories: channel marketing

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Channelweb logoPaul Bray of CRN Channelweb investigates why vendors should make the investment in next-generation marketing campaigns to keep channel sales flowing.

Wise vendors should provide a to, through and with channel marketing approach, treating their channel partners like customers and employing partner relationship management (PRM) in the same way that a retailer would use Customer Relationship Management.
Distributors do not often generate user demand for products, so the focus of a vendor’s PRM should be its Value Added Resellers, System Integrators and other Resellers.

Read the full article

Partner Relationship Management

Posted September 18, 2008 by Channel Sales
Categories: prm

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Partner Relationship Management enables vendors to better manage their channel partner sales, marketing and associated business operations activities thereby increasing efficiency, effectiveness, partner loyalty and performance and thereby improving profitability and reducing cost of sale.