By Beth Vanni -?? Director, Market Intelligence Every sales team needs a rally cry. A hill to take, a call to action.?? At this year's VMware PartnerExchange conference, the virtualization leader's Executive Vice President of Sales, Carl Eschenbach, delivered that message. With a?? record 2700 solution provider attendees, this year's conference was all about VMware's cloud [...]

By Beth Vanni, Director of Market Intelligence In the last three years, Websense has made big strides in both its market position and the maturity of its channel engagement programs. Once known as the small, web filtering McAfee challenger with an unclear commitment to channels, the company announced a number of key product, program and executive [...]

By Beth Vanni, Director, Market Intelligence I have had the good fortune to marry into a large Italian family — a family of fantastic cooks with very sophisticated palates and a great appetite for good wine. During a conversation with [...]

By Diane Krakora, CEO I travel a lot. Well, not that much compared to you global channel chiefs out there ' but I'm going somewhere every other week. I only rent from Hertz. Don't ask me why' I don't remember anymore (it's been that long). This last trip I showed up at the Gold Member 'board' [...]

By Beth Vanni, Director, Market Intelligence For nearly a decade, Salesforce.com has created major waves in the traditional enterprise software market. Now with $1.3 billion in revenues and 70,000 customers, the SaaS innovator has clearly changed the way software is delivered and managed. At this year's Dreamforce user conference, it was clear that the SaaS provider has [...]

By Diane Krakora, CEO Also See: Channel Insider

Beth Vanni ' Director, Market Intelligence ' Amazon'? Consulting IBM is hell-bent on become the preferred technology and services provider for mid-market customers – Globally. And in true big-Blue form, they've got thousands of people and a lot of money focused on getting there. With nearly 25% marketshare across their broad portfolio [...]

By Sandra Glaser Cheek – Director, Client Services Every time I begin to blog about social media, I pause and think of how my inbox is assaulted on daily basis with invitations to attend/participate in social media events, webinars, etc. Everyone is talking about social media in the channel, but up to this point, we really [...]

By Diane Krakora, CEO Diane speaks briefly about?? partnering priorities this quarter that could very well expand through 2010, including partner program refreshing, optimizing channel spend, breaking into new markets, and internal and external channel sales training.

By Sandra Glaser Cheek – Director, Client Services Often when we work with clients on their channel communications strategies, our social media recommendations bring on a mountain of questions and concerns. There is a lot of apprehension around developing a social media strategy. Questions like getting executive buy-in, integration of internal teams that will engage partners [...]