Steven Kellam
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Our channel is shifting faster than ever before and it’s up to all of us to ensure we keep a finger on the pulse of what partners, alliances, and influencers are focused on going into 2022. Our SVP, Global Channel Chief, Steven Kellam, SVP of T
Channel Partners need to get better at marketing and demand generation. Regardless of the specific role designed for them to fulfill, partners need to take ownership and then execute on these critical tasks. But, how do you make that happen in
While channel incentive automation and partner engagement are critical factors in achieving partner success, one of the less discussed keys for many channel partners is access to capital. Channel partners are facing many new challenges in the C
So how do you build your channel? How do you scale channel programs? What role do incentive and MDF play? How do you prioritize? How do you successfully grow and manage your channel business as your revenue, partner community and internal headc
Admittedly, the first time I heard the term "Ecosystem Orchestration," I wasn't sure what to think. I questioned its meaning as it relates to the channel. However, I quickly realized that "Ecosystem Orchestration" is an incredibly accurate desc
Partners want leads, that is a given. However, what they really need is to learn how to sell in today’s remote selling world. This goes beyond incentives and cold calling, even though both are important and deep into sales enablement: knowing n
Forrester currently lists Channel Automaton at the top of the vendor priority list, with Incentive Automation leading the way. But how important is automation in todays Channel? Is it a real competitive advantage? What are the challenges? Wher
While the “Cloud” is sometimes over-hyped and even misunderstood, it's actually a necessity in today's complex and evolving incentives industry. With that said, 360insights is excited to be releasing its 360|TECHCLOUD this week, the first launc
Digital marketing has never been more important for awareness and demand generation in the channel. Yet, partners still struggle so much with something that can be such a key tool for their success. So, how do you leverage assets like digital m
IOT has become a universally understood application in today’s business world, with benefits ranging from managing inventory and maintenance for massive construction machinery, to leveraging cameras inside of refrigerators that tell you when yo
Planning a successful MDF or CoOp program is challenging enough without having to worry about whether or not your activities are contra vs. opex. While there are some gray areas, the reality is that determining how to classify your program is p
MDF, CoOp, or BDF? What do these acronyms really mean and when do you use one over the other? Can you combine them? When are they most effective? How do you measure them for success? What my good friend Craig DeWolf, VP of MDF Product at 360ins
MDF has never been so important to partner and dealer success. ROI resulting from MDF programs is now the prerequisite KPI for keeping the investment in this essential sales tool moving forward. Post COVID, CFOs are more critical of costs and a
So many MDF conversations today begin with questions about ROI including, "how do I measure, how do I manage and how do I report?" However, the questions that everyone should actually be asking about MDFs are, "how do I create great engagement
Ecosystems in the channel have traditionally been ad hoc, partner driven and not particularly efficient. However, as complexity in sales increases, efficient vendor-managed ecosystems are a necessary part of delivering successful customer exper
We are becoming more and more addicted to getting data when we want it, getting it fast and getting it anywhere. From life altering support of remote heart monitors, to everyday activities like checking how much milk is in the fridge from our m
Go Big or Go Home: Why Video Content is Critical More than Ever? | Robert Cassard Channel Edge Ep 75
90% of information transmitted to the brain is visual and it is perceived 60,000X faster than text. What does this tell us? Video marketing is no longer a "nice-to-have." Rather, it is a necessity for brands of all sizes to better connect with
Customer obsession takes patience and creativity today. The need for that customer obsession in the home appliance market is more critical than ever. The Wall Street Journal states that retail spending rose by 10% in March, with everything from
Right now, Channel Enablement is a top priority for everyone that interacts with partners and/or dealers as their route to market. In fact, Sirius Decisions indicates that 62% of high-performing organizations having some sort of ongoing Partner
So what happens after International Women’s day? How do we extend these critical conversations beyond just one day or one month and leverage all that attention, celebration and honoring? One way is to tell stories, even if they are painful. I w
From what I know of Tina Gravel, I'd guess that channel growth, incentive automation, ROI on channel programs, PRM and TCMA are all on her mind. As a successful channel leader with years of experience under her belt, driving channel success is
Where are we today with regards to inclusion and diversity for women in the channel? Why is it so important to push for both diversity and inclusion and what's the difference between the two? How can we all work together to make inclusion happe
What happens when the pandemic ends? Naturally, there’s an inevitable rush and expectation to go back to business as usual. But, surprise! So much of a successful channel partner’s go-to-market strategy doesn’t always immediately revert back to
The question every partner and dealer wants to answer is: How do we drive profitability? The answer is so critical because profitability is exactly what they need more of now and in the future. During an upcoming ChannelEdge Podcast interview,
What happens in the Channel in 2021? How do we learn from the challenges of 2020? What do we keep, what do we throw away, and what do we need to build new? During the most recent ChannelEdge Podcast, Steven Kellam spoke to 306insights’ founder
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