Training

Erna Arnesen, vice president of channel and field marketing, Plantronics
Unified Communications

Plantronics beefs up partner support for UC push

July 4, 2014 Mark Cox Comments Off on Plantronics beefs up partner support for UC push
Revised partner program from Plantronics includes formalized channel education and a new rewards program.

HP Enterprise Group channel chief Sue Barsamian
Channel Programs

So is HP Discover a customer event or a partner event?

June 10, 2014 Robert Dutt Comments Off on So is HP Discover a customer event or a partner event?
A shift in focus on partner training is transforming the importance of HP’s Discover events, previously primarily customer focused, for the company’s channel.

Genefa Murphy, director of product management and user experience for HP Software
Channel Programs

HP Software focuses on mobility partners

April 14, 2014 Robert Dutt Comments Off on HP Software focuses on mobility partners
HP Software introduces its HP Anywhere Partner Program to get the channel up and running on its mobile management and app dev products.

Mike Gerentine, vice president of global partner marketing at IBM
Channel Programs

IBM gets tactical with partner business evolution

March 31, 2014 Robert Dutt Comments Off on IBM gets tactical with partner business evolution
IBM will do 300 to 400 one-on-one training sessions this year, looking at concrete steps to help its partners adapt to the cloud and other changes.

Training

New Tools to Amp Up IT Sales

December 10, 2013 Chris Gonsalves (Channelnomics) Comments Off on New Tools to Amp Up IT Sales
Partners need to attack emerging market opportunities quickly to gain competitive advantage, but their sales forces often aren’t up to the task.

Channel Programs

Dell President: Partners Don’t Know All We Can Do

September 19, 2013 Robert Dutt Comments Off on Dell President: Partners Don’t Know All We Can Do
With the battle to go private won, Dell president Steve Felice says the company needs to make sure partners understand all of Dell’s capabilities.

Cisco's new certifications target business outcomes
Featured Post

New Cisco Certifications Target Business Outcomes

August 21, 2013 Chris Gonsalves (Channelnomics) Comments Off on New Cisco Certifications Target Business Outcomes
The shift toward line-of-business technology sales is the impetus behind new series of certifications from Cisco Systems.

Lisa Anderson, director of channels, Zend Technologies
Channel Programs

Zend Betting PHP Will Follow Linux’s Path in the Channel

April 3, 2013 Robert Dutt 1
The PHP app server company is looking to ramp up its channel with a new program

Tibor Shanto, VARCoach and chief sales officer at Renbor Sales Solutions
Featured Post

SalesBuzz: Sticks and Stones

July 31, 2012 Tibor Shanto Comments Off on SalesBuzz: Sticks and Stones
Tibor Shanto on the impact of word choice on sales

Tibor Shanto, VARCoach and chief sales officer at Renbor Sales Solutions
Featured Post

SalesBuzz: I, Manager?

June 18, 2012 Tibor Shanto Comments Off on SalesBuzz: I, Manager?
Great sales professionals don’t necessarily make great managers