Category Archives: channel

Collaborative Selling in the Channel

By Robert Lesser | Published October 31, 2011

The imperative for technology companies is to grow fast. Many technology vendors leverage the channel to power their growth and use one model or a combination of selling models for demand generation: Vendor Led Selling A small number of technology companies initiate all outbound calling internally.  Once qualified, the tech vendor will pass the leads to partners [...]

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Juniper Networks: Reaching for the Sky, Feet Firmly on the Ground

By Robert Lesser | Published April 17, 2011

The mood was buoyant at the Juniper Networks Americas Partner Conference, held April 11 – 13 in Phoenix. Juniper Networks is on a roll after coming off a strong 2010.   Revenue and operating margin in calendar/fiscal year 2011 is expected to grow by 20% and 23% respectively. Wall Street sees Juniper growing faster than competitors such [...]

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The Risky Business of Exclusive Reselling

By Robert Lesser | Published October 7, 2010

Last month, Eloqua terminated its reselling relationship with The Pedowitz Group, a marketing automation reseller. Rob Brewster, SVP Business Development at Eloqua explained in a blog post that The Pedowitz Group’s decision to partner with some of Eloqua’s competitors jeopardized Eloqua’s IP (Intellectual Property) and caused Eloqua to make the change. Steve Woods, CTO of Eloqua, in an online discussion noted [...]

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