Your Partners Thrive on Reusable Engagement Models

Value of Services in a SaaS Market - Part 1 Your service provider partners may find…


What Happens When You Focus on the Last Word in “Channel Account Manager”

It’s easy to get your channel partners to exile your channel account managers (CAM)…


10 Channel Strategies to Drive Higher Sales & Marketing ROI

There really is no precedent one can draw an analogy from to describe the level of…


Zift Makes Waves: Hang-10 & Get Barreled in the Channel

It wasn’t until the turn of the 20th Century that surfing caught on around the…


How to Amp Up Partner Engagement Now

The channel is always changing. But it’s changing faster than ever (along with the…


No Handshakes, Please! Coronavirus’ Impact on B2B Channel Leaders

If you’re managing a channel program or some aspect of it, you are likely thinking…


Key Insights into the 2020 B2B Channel Landscape

Lewis Carroll once said, “If you don’t know where you’re going, any road will take…


The Rise of Modern Marketing in B2B Channels

Not long ago, partner marketing relied on selling a product to a customer with a…


Covering All the Bases: Zift Receives Frost & Sullivan Award for Innovation Excellence

Unless you’ve canceled your cable subscription and disconnected from wifi, you…


Rethinking To-Through-For-Channel Marketing

For several years as a research analyst focused on B2B channels, I conducted dozens…


Necessary Risks? Skydiving for Channel Technology

Skydiving. It’s something people love or hate. You can imagine the expression of a…


People, Process, and Platform = High-Performance Wins

It’s the season for spring sports. Zifters debate over the Stanley Cup in…


Measure the Health of Your Channel with Assessments

When something isn't right, whether it's your car, your pet or yourself, you're…


Misalignment Mayhem: Defeat Your Channel Challenges

What problems are hitting your channel program hard? Do you feel up against the…


Think Again: Using Predictive Analytics and ABM to Your Advantage

How can you implement Account-Based Marketing (ABM) and make smarter, more…


How Are High-Performing Partners Getting Ahead?

I sat down on the Heads in the Cloud podcast with hosts David Portnowitz and Graham…


5 Marketing Best Practices for Your Channel Program

Recently, I presented at Viavi’s Americas Partner meeting, and I’ll be covering…


Two Sides, One Reality: Overcoming Branding Changes in the Channel

  Marketing isn’t easy in B2B channels.  Branding efforts can be even tougher.…


GDPR and the Channel: We’ve Updated Your Marketing Policies

  “We’ve updated our privacy policy.” How many times have you seen this…


Marketing Misalignment in Manufacturing: Lessons Learned from the MAPI Summit

  I recently had the opportunity to lead a series of round-table discussions…


Zeroing in on the Right Suspects: Where to Look for Partner Recruitment Success

  You're constantly on the hunt for them. Your program can't exist without…


Why Channel Technology Must Integrate or Face Extinction

  As our regular readers know, Zift has been focused on the vision of…


The Deal on Leads

Lead management and deal registration, two critical components of channel sales and…


Dispatches from Dell EMC World 2017 Global Partner Summit: 3 Best Practices for Digital Marketing in the Channel

Photo courtesy Sarah Locke @Social4Sarah This week, I had the privilege of speaking…


Part 2: Overcoming Account Based Marketing Obstacles in the Channel

In my previous Channel Chatter post, I explained why Account-Based Marketing (ABM)…


Overcoming Account-Based Marketing Obstacles in the Channel (Part 1 of 2)

The Holy Grail of sales has long been the warm lead. It’s far easier to sell to…


Aligning Channel Technology with Channel Best Practices

I had the distinct pleasure of reconnecting with an ex-colleague, Maria Chien, who…


Why Process Should Precede Technology

Zift’s debut of Channel as a Service was met with excitement and a fair share of…


Demystifying the Digital Advertising Channel

While digital advertising as a viable marketing tool has been around for years now,…


Capturing Mindshare & Loyalty: Treat Channel Partners like Leads

I recently had the pleasure of serving as speaker and workshop participant at…


Channel Marketing Enablement: Moving the Herd

In Laz’s latest Channel Chatter post, he highlights key points from his new…


It’s Time to Check Your Alignment: Key Takeaways From the MAPI Marketing Council

As the chill starts to settle into the Northeast, signaling that autumn has…


Assessing Channel Marketing at the SiriusDecisions EMEA Summit

Last week, I attended the SiriusDecisions EMEA Summit in London, a two-day event…


Why Channel Sales Leaders Should Care About Channel Marketing Automation

For the past several years as a research analyst, I had a front-row seat watching…


The 5 Reasons I Chose Zift Solutions

Like most people, I was looking forward to some downtime this summer. In…