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1 Feb 2011

Channel Empowerment – Social Media

Posted by Axel Schultze.
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I see a lot of channel manager being frustrated about social media support for their partners “We don’t even have a social media strategy for ourselves”. My typical answer:

“Channel empowerment is your social media strategy” Read the rest of this entry »

1 Feb 2011

Cloud Computing Reseller & Publishing Industry

Posted by Axel Schultze.
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The Information Technology Industry is going through an interesting migration. It is somewhat similar to the migration from “big iron” also known as main frame computers to personal computers in the 80’s.

Please don’t make the mistake to compare it with the Internet evolution as the Internet was an “add on” to the existing PC landscape. The Internet was an additive way of leveraging the PC as it was.

Cloud computing however changes the way applications are developed, delivered, maintained, used… PCs allowed for decentralizing the highly concentrated data and technology power from main frames and its connected terminals and get the full computing power under the control of its user. Read the rest of this entry »

20 Sep 2010

Stop dreaming about channel transformation

Posted by Axel Schultze.
1 Comment

There are hundreds of people trying to help technology resellers and VARs to transform from selling traditional IT to SaaS, lately to Cloud Computing or other new tech topics like social media or Web 2.0 solutions. The SaaS industry tried since 10 years and failed badly. Here is why I believe it just doesn’t make sense: Read the rest of this entry »

20 Sep 2010

SaaS is dead – VARs for SaaS don’t exist

Posted by Axel Schultze.
1 Comment

So let me share with you my experience from the past 10 years in the “SaaS industry”.

Summary:

1) If something is 10 years old and hasn’t taken off – it’s better to leave it off
2) Cloud computing is the newer more sexy term for SaaS
3) People who sell SaaS sell the wrong thing. Read the rest of this entry »

23 Aug 2010

Channel Experts Hall Of Fame

Posted by Marita Roebkes.
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Join the Hall Of Fame

On the Channel Excellence Wiki we create a list of channel luminaries and consultants. We are looking for channel experts as well as channel consultants. If you like to be on the list, or have somebody you like to recommend – collaborate on the wiki
http://channelexcellence.pbworks.com

You will need to request a password to be able to edit the list.

30 Apr 2010

See you at the funeral

Posted by Axel Schultze.
No Comments

The end of the channel – long life the channel. The end of the high tech channel was predicted the first time 1985 – 3 years after the first computer reseller opened shop. Ever since the end of the channel was predicted.

But then if we look at the typewriter resellers, that channel was predicted to die and it did. It did with no noise, silently vanished away – after 10 or so years of arguing. Look at the bakery, butcher, shoemaker – all predicted to die – and at the end: all did go out of business. Read the rest of this entry »

5 Feb 2010

Networked Channels for Software Services

Posted by Axel Schultze.
1 Comment

SaaS, Social Media, Online Software Applications… all have one in common, those businesses need indirect sales channels to grow.

Any kind of reseller on the other hand can only be successful, profitable and attractive to end customers when they have a larger product portfolio – single brand resellers can’t survive. Here is what I believe SaaS companies need to do: Read the rest of this entry »

4 Feb 2010

Deal Registration 2.0

Posted by Axel Schultze.
No Comments

Deal Reg 2.0 (Feb 23)

On Feb 23, 2010 – Xeesm will introduce a Deal Registration System web 2.0 style.
The website does not talk about the product or strategy, but the event agenda eludes to the fact that it will be a multi vendor system with some new thinking:

Deal registration has become one of the key program elements for high tech channels. However the many different systems, different processes on one side and the fact that channel partners have to enter deal multiple times are reasons for a rather slow adoption. Traditional online registrations forms are rather unattractive to system integrators, VARs or resellers. Read the rest of this entry »

31 Jan 2010

The digital divide on the channel side. On which side is your channel?

Posted by Axel Schultze.
No Comments

We all know, customers no longer conduct their product or brand exploration by reading magazines, market research, visiting exhibitions or asking the “experts”. Instead prospects explore the web, get influenced by peer groups and trusted networks THEN they touch base with interesting product or brand sources.

What was once a key function of the channel:

Read the rest of this entry »

29 Jan 2010

Channel Excellence 2.0

Posted by Marita Roebkes.
No Comments

Interested in co-authoring
Channel Excellence 2.0 ?

Four years ago Axel wrote “Channel Excellence” and had great feedback from readers. But the world has changed – in the last five years more than in the twenty years before. Read the rest of this entry »

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