Posts tagged ‘Lenovo’

It’s Hard to Teach a Partner to Fish When You’re Not Fishing Yourself

Beth Vanni – Vice President

There is a definite desire on the part of vendors to actively market their technology to business decision makers. In fact, in our recent Influencing the Influencer Study, 86% of vendors indicate that succeeding in selling business relevant solutions through partners is very important to them. Yet in this same study, 62% of vendors say that they have only achieved average results in this arena. Another 25% say they themselves do not have a strong focus on business decision makers, but rather are selling to IT decision makers — where the focus is on products, and not solutions.

This type of selling is in conflict with the sales and marketing direction many of these IT vendors give to their channel partners today;  namely, to be true solution providers actively try to penetrate new markets by demonstrating business value. The problem? How can vendors teach partners to do what they don’t have a fundamental sales and marketing commitment to do themselves? (more…)

June 23, 2011 at 3:44 pm 1 comment

GTDC Vendor Summit 2010

There’s More than One Way to Skin a Cat: Views on the Role of Distribution for 2011


Beth Vanni – Director, Market Intelligence

There they sat: four smart, experienced and confident channel executives.  So much the same and yet so different. The event?  The “Rising Stars” vendor panel at the Global Technology Distributor Council’s annual N. American Vendor Summit.  The Rising Star awards are given to those companies who experienced the largest year over year sales out growth through distribution (July 1 ’90 through June 30 ’10).   The event was well attended and all four vendor executives were quite intent on appearing both positive and supportive of their distributor partners in the room as well as intriguing and smart to their vendor peers.  Which they were/are.  But, what an amazing difference in terms of their company’s basic needs and expectations of their broadline and technical distributors in the coming year. (more…)

October 5, 2010 at 4:37 pm Leave a comment

Passing It On

Diane Krakora

Diane Krakora

During these economic hard times, stories abound of people making a difference in their community, giving back to their social network and passing on support to the next generation. I don’t know if there are more good deeds being done now or we are so hungry for any good news that these acts of kindness are being reported more. In a way, it doesn’t matter, the awareness is being heightened. There’s the story of the chain of people paying the toll for the next car behind them, and the “free” café that serves the local homeless population fresh nutritious food (and the non-homeless who pay “what they can”) or the random man who pre-pays for the woman’s food in line at the grocery store (who can’t make the food stamps go far enough to feed her family).

I witnessed this type of selflessness this week within our channel community. The speakers at the Baptie Channel Focus event this week all passed on their knowledge, experiences and wisdom to the next generation of channel professionals. Some of the speakers were sponsors and were there selling their wares to the attendees, and some of the speakers were well respected channel leaders like Luanne Tierney of Cisco, Sheila O’Neil of Panasonic, Mike Haines with Microsoft and Stephen DiFranco from Lenovo. Talking with Maurizio Capuzzo, long time Channel Focus favorite Italian (formerly of Symbol), I discovered a giving spirit   in our channel ecosystem. Not only was he, like the rest of the speakers, willing to give two days out of the office to impart their knowledge on a relevant topic, but Maurizio also took vacation time and spent his own money to travel from New York to San Diego to participate. When my eyes twinkled with gratitude, he nonchalantly said “I enjoy passing it on”.

I am so inspired by this generous act to pass on knowledge to channel professionals, that we are dedicating our May webinar to the next generation of channel leadership. On May 14th at 11am PDT, please join me as I discuss careers in channels with four great channel chiefs:

Allison Watson, SVP Worldwide Channels, Microsoft
Keith Goodwin, SVP Worldwide Channels, Cisco
Steve Houck, GM Latin America (former VP WW Channels), VMware
Leonard Iventosch, VP Channel Sales, Isilon

Enjoy the lively discussion about their career choices, trials and joys of being a channel chief. And who knows, maybe you’ll inspired to pass on your expertise as well.

Register for Webinar

April 28, 2009 at 10:33 pm Leave a comment


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