Posts Categorized: News

Jim Barnet’s Channel Perspective

Fivel is a micro-learning application platform focused on driving user adoption of technology solutions. Need some training on Webex or Office 365? Fivel’s cloud-based video content, delivery and reporting platform is designed to do just that. Fivel also addresses learning content curation, as the content is continually updated as new versions of Webex and Office…

What can be done to make the channel ecosystem even stronger?

Sometimes with people who make it to the top of their profession, it’s easy to overlook the long and winding road they had to take to get there. Such is the case with Eaton Industries IT Channel Manager and Canadian Channel Chiefs Council Board Member Jodi Bonham. Bonham counts among her expert-level specialties cloud, virtualization,…

Players in the Channel Ecosystem

Recently, I had a rare privilege where I was invited to facilitate a discussion with the board of the Canadian Channel Chiefs Council (C4), the de facto senior leaders of the Canadian channel.  As a facilitator, one of the things I love most is to pose a question and share in the collective wisdom of…

Mentoring tips from C4 Chair Fawn Annan

C4 President Fawn Annan has been a pioneer in the promotion of diversity in the workplace and the empowerment of women. As President of ITWC, Vice Chair of the national board of Women in Communications and Technology (WCT) and producer and host of the annual Women in the IT Channel Recognition Luncheon, Annan regularly brings…

C4 Channel Chief exam offers welcome opportunity to reflect

  For many people, even the thought of taking an exam is stressful. The process conjures up images of long nights of studying, fact memorization and the struggle to structure persuasive arguments for imaginary scenarios under the watchful of a stern-looking adjudicator. While the accreditation process to receive the Channel Chief designation requires an exam…

The recipe for success in channel marketing

It’s not enough for vendors to provide the ingredients for success to their channel partners. You have to help them bake the cake.

That sums up the advice by two channel marketing experts at a recent ITWC webinar.

“If you think you can give a channel partner a brochure, a powerpoint deck, and some sales training and expect them to be successful, think again,” said Jim Barnet, Director of Sales and Marketing at Fivel. “You’re not only going to have to provide the ingredients and bake the cake for them, you’re going to have to cut it up and feed it to them for the first few deals.”

Your job postings for sales positions are boring and full of cliches, says expert

After running 66 sales job ads through an online scorecard, recruiting expert Kim Benedict discovered nearly half them fell into the same traps – they were too long, masculine in tone and riddled with corporate clichés. These mistakes are actually very common, says Benedict, who is the CEO of TalentMinded, a company that provides subscription-based, monthly…

Channel social media stories from the trenches

You’ve got to know how to delete stuff. It’s not a profound insight, but it was a poignant one that brought nodding heads and laughter to a roundtable discussion on social media held recently with technology marketers in the Channel. “You’re always going to make a stupid spelling mistake, or someone will reach out with…

We are better together: Cisco’s Channel Chief, Mark Collins

Business and more importantly business within the channel is all about managing and nurturing relationships; and for the past two decades, Mark Collins, vice-president canadian partner organization for Canada has been successfully doing just that. “A large part of my focus is to make sure everyone in our partner ecosystem is successful and managing the…