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Share Of Partner Voice Provides Channel Insight

We get a lot of questions about our Partner InSite technology, so I thought I would take a moment to explain some of the core concepts behind the technology and the design goals we have, both in the short term and over the long haul.
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5 Critical Things To Get Right During A Cloud Transition

While the growth of cloud computing (See Cloud computing: You may ask yourself - well, how did I get here?) offers considerable opportunities, it’s also rife with uncertainty. For many technology providers, setting the right cloud strategy is anything but straightforward.
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The Five Disciplines Of Remarkable Channel Management

In today’s business environment, companies are more dependent than ever on partners as their extended sales and services teams. Winning with partners is key to winning with customers. This raises the stakes for effective channel management.
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3 Rules To Avoid The 80/20 Trap

You probably learned in business school that 80% of your revenue should or will come from 20% of your partners. Now that you’re in the real world, however, you may be starting to realize that channel management isn’t always so simple.
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Get More From Your Annual Partner Satisfaction Survey

Almost every high tech company does an annual partner survey.  But if you are getting only "how happy are you" and "are we a profitable vendor" information, you need to ramp up your game.  At The Spur Group, we work with many industry leading vendors.  Too often they share annual surveys that just don't yield any actionable findings. Let us avoid that trap.
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Growing A Cloud Partner Ecosystem

Customer demand for cloud solutions is growing exponentially, as both the practical and financial benefits are becoming too attractive to resist. If you’re a software vendor, this is great news: it’s creating ever-expanding opportunities for you, because customers are seeking the very cloud solutions you want your partners to sell.
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Are You Willing To Live Through The Same Pain As Your Partners?

You tell your partners to make the leap to the cloud – and if you are committed to making the leap yourself, you’ll experience some of the same growing pains that they do. There might be a few years of pain, but in the end you will have a strategy that builds market share and creates a foundation for sustainable growth.
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Cloud Computing: You May Ask Yourself - Well, How Did I Get Here?*

 Cloud computing has a long history. The cloud seems to be everywhere. Your customers are asking about it, your partners are trying to figure out how it affects them, and you are trying to work through the changes you need to make in your business.
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Cloud Services Create Channel Partner Opportunities

Over the past 5 years, I've worked with many partners in helping them figure out how to add the cloud to their revenue mix. In my prior role leading Microsoft's cloud partner efforts in the Microsoft Worldwide Partner Group, much of the focus was on the resale of SAAS offerings as a replacement for low margin license reselling, which was a good business for both Microsoft and the partner ...
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