Channel Maven Blog

Heather K. Margolis

Recent Posts

Build Trust with your Channel in a Super Sketchy World

There is a lot of talk of security and dishonesty and saying one thing but doing another. I’m not just talking about The Channel, I’m talking about everywhere and it’s made me more skeptical. My husband, who sends me links to articles and videos on an almost daily basis, is now usually met with my “did you send this?” And I can’t remember the last time I took anything seen on TV seriously, which unfortunately now includes football. #StillGoPats

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Optimize Partner Programs for Today’s Channel

In a world where attention is a commodity and Partners are pulled simultaneously in numerous directions, Partner Program Optimization (PPO) is key. We know… easier said than done, especially when existing programs have been in place for years and assessing and repositioning the value proposition can’t happen overnight.

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Building Channel Infrastructure to Better Enable Your Channel

Every single day we speak with Vendors about infrastructure to help them better engage and enable their Channels. Luckily, we’ve never built our own and refuse to take referral fees so, we remain unbiased when working with Vendors to discover what’s best for them. Putting together a robust infrastructure is typically a huge undertaking but it doesn’t have to be. It’s possible to take baby steps or take on some elements and not others.

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Breaking Records and Barriers with Dress for Success

We launched a month long clothing drive to support Dress for Success. For those of you who don’t know Dress for Success, they're a non-profit organization that empowers disadvantaged women to enter and re-enter the workforce by enabling them through training and outfitting them with interview attire .

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Channel Maven Does Halloween Right!

I have to admit I’ve not been the most festive for Halloween since, well college, but with an 18 month old and some new mavens on the team who have the spirit, I’ve changed my tune.

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Secrets for Successfully Educating your Channel Partners

As The Channel evolves alongside digital transformation, Partners continue to work through their shifts from one-and-done sales models to recurring revenue while working with multiple Vendors. Staying top-of-mind with Channel Partners has always been a challenge for Vendors and as The Channel shifts, the challenge becomes greater and more complicated.

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Help A Woman in Need: Contribute to our Dress for Success Drive!

Every day on social media, in the news, and at the “water cooler” we hear about the gender gap, a critical need for more women in STEM, and how difficult it is for women to gain traction in a “man’s world,” especially in the tech sector. Through public speaking, participating in and supporting organizations like Cloud Girls, CompTIA’s AWIT (Advancing Women in Tech) and others, we're working to make a difference.

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Channel Partner Recruitment - Changing Your Approach

What feels like a l-o-o-o-o-o-o-ng time ago, Channel Partner recruitment was (so much) easier. Vendors had their pick from a long list of Partners waiting, hoping, and striving to be an extension of their sales team. Not anymore. Today’s Partners are diversifying their services, creating their own solutions, selling outcomes, and working with multiple Vendors all-day - everyday.

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Help Channel Partners Understand Integrated Demand Generation

Vendors know that sales and marketing alignment drives about 20% more growth and see the win-win in enabling their Partners in this direction. However, if our conversations are any indication, many Channel Partner organizations have adopted a few best practices towards integrated sales and marketing strategy (aka SMarketing), but there’s still plenty of room for improvement.

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The Debate Around Channel Marketing and Channel Sales

In a perfect, inbound world where demand is auto generated and leads are lining up at your virtual door, marketing and sales are 100% aligned. However, with a historic “love-hate” relationship between the two, achieving this utopia is no small feat for any sized partner organization especially those working with 5 – 25 Vendors at any given time.

 

At ChannelCon 2017, I had the pleasure of speaking alongside Larry Walsh, CEO of The 2112 Group on why integrating sales and marketing for inbound demand generation is critical for driving more revenue through The Channel:

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