White Papers

The following white papers are designed and available for channel professionals and educators. You will need Adobe Acrobat to view these files.

Sales and Marketing Outsourcing for Savings and Growth
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Extract: In Sales and Marketing, economies of scale have propelled outsourcing far beyond its roots in call centers and trade show management. Today, companies outsource services ranging from evaluating incentive programs to running worldwide sales organizations.

Selecting the Right Channel Partners
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Extract: Technology end-user purchasing behavior has changed from "one-stop shopping" to selecting different outlets for products and implementation services. The indirect channel has responded by fragmenting into an array of firms that cover the full spectrum of business models, from fulfillment to implementation. Unfortunately, few manufacturers have adapted to—or are even aware of—the new channel landscape.

Mapping Your Channel Strategy
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Extract: Strategic Channel Mapping provides an intuitive way to discuss channel partner issues with non-specialists and to get managers to understand and "buy in" to channel programs. It is the foundation for a thoughtful, carefully executed, successful channel program.

Navigating the Sea of Silver: Creating Digital Imaging Sell-Through at Retail
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Extract: Why do consumers buy one Digital Imaging product over another? How do consumers make decisions about which product to buy, and how can savvy manufacturers control purchasing decisions with greater precision? This white paper helps Digital Imaging companies understand these issues by identifying how customers are purchasing. It also suggests marketing activities that can be implemented to positively influence the decision making process.

Retail Sales Associate Mobile Phone Study
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Extract: Fierce competition among wireless handset manufacturers has never been greater. When considering strategies to capture customer mindshare, manufacturers must consider tactics that control the retail sales environment. Understanding this environment and what influences store associates is critical to owning the sales floor and customer experience.