Marketing, Promotion & Sales Consulting for Business

IMB Enterprises, Inc., Huntington, NY 11746 +1 (631) 673-2929, imblonder@imbenterprises.com

Channel Sales

Channel Conflicts — Android Style: Why is the Moto G Hitting the Market, but not the Chinese Market?

On Wednesday, November 13, 2013, Google's Motorola Mobility unit announced the "Moto G", an ultra low cost smart phone. This device, which sports a high resolution screen and "the latest Android" O/S, is available at a very low retail price of $179.00. But there's a couple of catches to this deal...

Ira Michael Blonder
5 years ago

Joint Marketing Programs can Help ISVs Jump Start Channel Sales Programs

Early stage ISVs can find themselves competing against systems integrators who may be prospects for channel partner relationships. It takes no more than a couple of bruising experiences to sour a potential partner. Joint marketing opportunities can present a more favorable channel partner introdu...

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Ira Michael Blonder
6 years ago

ISVs do Well to Nurture Productive Partnership Relationships

Partner relationships broadly breakdown into two types: an affiliation that benefits both barties or an affiliation that serves a purpose, usually with regard to fulfillment, for both parties ISVs should appropriately respond to either opportunity. An Affiliation that benefits both parties In thi...

Ira Michael Blonder
6 years ago

A Transformed Enterprise IT Buyer has Transformed the Business Model of the Services Companies that Provide Support, and More

Much has been written over the last several years about the characteristics of a new enterprise IT buyer for 2013. We have written about this new buyer in earlier posts to this blog, for example in a post on the possible Obsolescence of Outside Software Sales Teams [as a result of] a Combination ...

Ira Michael Blonder
6 years ago

Important Points for Enterprise IT ISVs to Address as They Consider Implementing a Channel Sales Strategy

There are many reasons for enterprise IT ISVs to consider implementing a channel sales strategy for products. In our experience the most prominent of these are: an ISV is supported by too few internal sales personnel, or a software product requires a comparatively complex installation, which is u...

Ira Michael Blonder
6 years ago

Does a Channel Sales Strategy Still Make Sense for Enterprise IT ISVs?

We think that the recent, well publicized pivot on the part of Microsoft® Corporation with regard to its channel strategy should give enterprise IT ISVs reason to carefully review their assumptions about where and how it makes sense to build a channel/partner component for marketing and sales...

Ira Michael Blonder
6 years ago

Leverage Operational Incentives to Motivate Channel Partners to Work for Your Business Objectives

In the 1980s and 1990s it was en vogue to implement enterprise sales strategies on a "win win" basis with channel partners. This strategy was built on the premise that working with channel partners to achieve important, but differing objectives was a highly valued endeavor and, in fact, the best ...

Ira Michael Blonder
7 years ago

Proceed on Channel Sales Strategies with Realistic Expectations of Value Add

It makes sense to provide leads to channel partners who can be counted on to follow up on leads. This assumption may seem costly, but it makes sense. Here's why: One of the key value adds for channel partners is their position with regard to procurement for major accounts within a geographically ...

Ira Michael Blonder
7 years ago