Extract: This Research Summary reviews the details of where the early cloud solution provider leaders are succeeding. Instead of identifying where their growth and profits might come from in the next 3-5 years, we’re reviewing how they are growing today and what investments and business model changes these leaders are making right now to fuel that growth.
Brand Advocacy Study | An Integrated Approach to Earning Sales Associate Recommendations
Extract: We surveyed retail sales associates across the US to learn what manufacturer activities cause them to recommend products. Their responses indicate that an integrated, multi-touch approach will earn recommendations from the largest number of sales associates. A sales-associate program involving incentives/contests, promotions, in-store product training, and assisted selling/demos, etc. is the most effective way to influence sales associates rather than through a single channel of communication.
Extract: The last six years has been a roller-coaster of both economic and channel development activity. At the same time the IT industry has been weathering the global economic storm, major new emerging technologies are bursting into the market – unified communication, cloud services, desktop virtualization and mobility. Solution providers have had to make hard decisions – to either invest and grow or keep their cash in the coffers and ride out the storm.
Extract: Although consumers spend more time shopping in the digital world than ever before, those who conclude in-store training and marketing have become obsolete are making a big mistake. This is especially the case for complex or technical products which require extra guidance at the store level to influence the sale. Understanding what retailers expect is the First step to optimizing ROI in this channel.
Long-Term Relationships and the Strength of an Effective SMB Partner Program
Extract: MarketStar, a leading provider of strategic sales and marketing outsourcing, go-tomarket systems and business intelligence, recently conducted a study to determine what partners are looking for from manufacturer partner programs. The study data comes from a formal survey conducted by MarketStar, through phone interviews, with approximately 300 channel partners from February 2010 through April 2010.
How special are specializations: Does the Value Warrant the Investment?
Extract: How special are specializations? More than 400 solution providers share the perceived value and ROI of channel specialization programs in this joint research study.
Extract: A true closed-loop lead management cycle creates an orchestrated process in which each interaction with a prospect is optimized, maximizing ROI.
Efficiency and optimization are dependent on the integration of people, technology, insights.
Global