Gary Morris

Successful Channels Inc.

Gary Morris is CEO and founder of Successful Channels, Inc., and has written and published more than 300 articles, white papers and other thought pieces on a range of topics including channel best practices, marketing effectiveness, technology strategies for business and business performance management. He also is is a frequent speaker at industry events. Connect with him on LinkedIn  or follow on Twitter or Facebook.

Using the Right Tools to Help Channel Partners Succeed 

Channel executives are looking for tools to help make their brand more attractive to their reseller partners. Partner portals, PRM systems, and partner centers promise a one-stop-shop experience for reseller partners to access the channel enablement tools and resources to help them grow revenues, build marketing programs, educate their teams on how to support and sell their products and earn growing revenues.

How to Make Channel Account Managers 300% More Productive  1

Ask just about any channel chief and they'll tell you one of their most precious resources is their channel account managers (CAMs). Yet, for many, the team that manages and supports resellers with growth planning, training and enablement are stretched too thin to provide deep coverage beyond the top 10 percent to 15 percent of their channel network.

Ways to Help Partners Navigate the New Cloud Economy 

The new economics of selling cloud through channels is impacting all resellers, even those who are not offering cloud-based solutions. There is no escaping the impact of cloud on any reseller, solution provider, agent or dealer’s business.

7 Tips to Find the Right Reseller 

Here's a question: If you sat down with 10 (or 100) of your resellers, could you tell which ones are most likely to generate new growth for your business? Based on what you know about your reseller partners—be they agents, partners, brokers, dealers, distributors or whatever else, could you determine which ones you want to nurture and support more than the others?

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