360insights

With autumn now in full swing, it’s that time of year where many of us are starting to focus seriously on planning what it’s going to take to accomplish our business goals in the coming fiscal year.  For many of you, that means looking for new ways to drive sales channel growth.  Cameron Avery has

Sal Patalano is back to join Steven in the Chit-Chat Room (patent pending), and besides Sal’s time at the legendary discotheque Studio 54 and his work with the late Steve Jobs, he’s here with a serious message about the strategic importance of learning how to merge sales and marketing operations.  Sal believes that this integration

Account based marketing is a marketing discipline that, at first glance, sounds like the perfect strategy for any company with a long sales cycle and complex business proposition.  As with so many marketing strategies, much of the disciplined work involved with rolling ABM out successfully is foundational and un-sexy.  Gary Morris, CEO of Successful Channels

As of this writing, North American unemployment numbers are reaching incredible new single-digit lows, and in many industries such as the tech space, jobs are being created faster than companies can find qualified people to fill them. Couple this with considerable changes to the way commerce is transacting and the new skills necessitated by these

Rod Baptie has been a channel marketing professional for longer than many of my colleagues have been alive. The great thing about having such a long perspective is that it helps one to see what truly matters during the ebbs and flows of the industry, having seen so many trends, downturns and upswings come and

Sal Patalano is an avid wine collector, athlete, author, amateur musician, and classic car buff who lives life to the fullest under the beautiful skies of North Carolina. Sal founded his first software company building applications for the Apple MacIntosh in 1983, working closely with Steve Jobs and his team, but currently happens to be

Lisa Penn is the Sr. Director of Global Indirect Partners at SAP and has been working in the partner community for many years, having started her career a partner herself. Her take on the partner perspective is real and raw: “Partners will do what gives them the most comfort and gives them the most results