What is SASE and how is it going to affect the channel – The single pane of glass for security and infrastructure?

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?

$635m investment for this cybersecurity vendor

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

The perfect channel team structure?

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?

The mysterious art of channel marketing

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

To channel or not to channel

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

Understanding channel models and structures

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

How many types of partners and how do they all differ?

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?

The secret plan to slaughter the distributors and the channel through the introduction of marketplaces

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

If Pablo Escobar had sold software!

It recently dawned on me that the world of software sales is eerily comparable to the underground world of the international narcotic trade.  They are parallel markets with much of the same structure and progression into methods of sales and distribution.  Back in the mid 80’s, Pablo Escobar was a rising figure in the world … Continue reading If Pablo Escobar had sold software!

Partner experience is being labeled as something it is not

Online adverts are flying around with the headline of “improve your partner experience” or PX for short. It seems to be the buzzword of the moment but what are they talking about?  It has long been the consensus that if you cater for the partner experience, you keep the partner and the partner will thrive.  What are … Continue reading Partner experience is being labeled as something it is not