With China coming in second on the world index of GDP, the market is quickly becoming a market to penetrate in recent years. With a growth rate of 6.9% and a GDP of $14.72 trillion it’s a country that is set to overtake the US in the early 2030’s. The US is sat at $20.94 … Continue reading The secret world of the hidden channels – A market worth attempting?
What is an MSP? MSP’s have been around as long as remote connectivity has been mainstream. This happened in the mid to late 90’s where previously the IT companies would sell computer systems into corporations and support on a break / fix model. The reseller would supply the business with servers and workstations and maintain … Continue reading By 2030 there will be no such thing as an MSP………..
Secure Access Service Edge is a term that has been flying around for the past couple of years now but it just coming into mainstream usage. Pronounced SASSEE, we need to understand how web traffic flowed within a corporation previously before we can understand it. Traditional networks In traditional network environments, almost everything was stored … Continue reading What is SASE and how is it going to affect the channel – The single pane of glass for security and infrastructure?
News was released yesterday, 21/10/21, that Invicti security had received an injection of $635m to further expand their global takeover of the DAST market. Invicti security is a vendor that we know well and are renowned in the dynamic application security testing market. They are predominantly a channel focused vendor which has seen massive growth … Continue reading $635m investment for this cybersecurity vendor
Remember when you started your first ever job and you fell into your respective team? Whether that was a sales position, a marketing position, a software development position or a support position, you would have fallen into a team of people that did the same role as yourself in order to be trained and learn … Continue reading The perfect channel team structure?
Although a crude method for determining the size of an industry, when we search for channel marketing in the jobs section of LinkedIn, we get 4000+ results within the UK as opposed to the 3200+ results for channel sales. In previous positions I’ve held, there have always been less marketers in the team than there … Continue reading The mysterious art of channel marketing
Why should I sell through partners? Can our product be sold by partners? Why would a partner sell our products? 75% of global business is conducted via 3rd parties as opposed to direct. That’s to say that there is a high chance that if you have a product OR service to sell that it can … Continue reading To channel or not to channel
With 75% of business being conducted indirectly, it is a good idea to understand the channel structure and how this can fit into your company. We speak with vendors everyday that are in the process of moving into channel sales and need an explanation of how it all works so we are producing this educational … Continue reading Understanding channel models and structures
The words channel partner used to be synonymous with an individual or company that resells another companies’ product. Nowadays channel partners come in all different shapes and sizes. We see the labels being thrown around for MSP’s, systems integrators, VAR’s, distributors, agencies, referral partners, affiliates, and other variations of these. So, what is the difference … Continue reading How many types of partners and how do they all differ?
Distribution has been around since warehousing became a thing in the early 1900’s. The model has stayed the same consistently for a lot of that time with the only key differences being the types of products that are distributed. Traditionally an industry for hardware where big warehouses that stocked computer equipment would be run as … Continue reading The secret plan to slaughter the distributors and the channel through the introduction of marketplaces