Archive for the ‘Sales and Channel Operations’ Category

Channels Service Sales Performance Management

July 20, 2011 – 11:52 pm by Prasanth Bojja

Contributors: Mark Micheletti and Sanjay Shitole. Organizations looking for a competitive advantage and financial gains extensively utilize Partner networks to increase their selling reach of products and services. Why Partners? Partners can provide immediate access to new markets – geographical, vertical or additional reseller networks who sell to end-customers. In addition, ...

Program Communications In the World of Global, Virtual Teams

January 31, 2011 – 5:55 pm by Carolyn McDonald

The challenging economic climate has forced corporations serving the global marketplace to be more frugal. Advances in technology, such as the connected network and readily available web meetings, have increased the popularity of cutting costs by staffing programs with global, virtual project teams. However, as the distance between program team ...

Challenges of Managing Business Operations within Innovative High-Tech Organizations

September 3, 2010 – 1:30 pm by Sanjay Shitole

Most leading high-tech organizations are known in the marketplace as the pioneers who bring new ideas and innovations to both corporate customers and main-street consumers. In spite of the global recession and slowdowns in venture capital funding, there have been a fair number of new innovations brought to customers’ doorsteps ...

Distribution Channels

July 13, 2010 – 10:47 am by Rajiv Jhurani

In order to begin the discussion of direct and indirect distribution, let’s review the business definition of distribution channels. Distribution channels are defined as the: “Path or 'pipeline' through which goods and services flow in one direction (from vendor to the consumer), and the payments generated by them which flow in ...

Leveraging Social Media Technology to Increase Sales Productivity

March 26, 2010 – 12:20 pm by Gopinath MR

Over the last few years, social networking websites like Facebook and Twitter have changed the way people communicate over the Internet. Social networking has influenced not only individuals’ day-to-day activities, but also how the Internet is leveraged in business context. Organizations are exploring ways to leverage social media capabilities to ...

Re-thinking Sales Coverage Models in the Current Economic Environment

May 29, 2009 – 1:18 pm by Jason Shamas

During these difficult economic times, companies are facing the challenge of balancing two competing goals: minimizing costs while encouraging revenue growth. Nowhere is this challenge more apparent than within a company’s sales organization. It is responsible for of maximizing revenue in an environment in which customers are aggressively reducing expenditures ...

Creating and Executing an Effective Sales Strategy in the Current Economic Climate

April 30, 2009 – 3:21 pm by Jhanvi Vyas

The global economy has taken a dramatic turn for the worse. With limited credit availability in the market and operational performance under pressure, many businesses are seeking to optimize performance on their balance sheets. Having an effective, focused, and operationally sound sales planning cycle is critical for any company to ...

Combining Route-to-Market Models to Solve Operational Challenges

November 26, 2008 – 2:13 pm by Anthony DeLuca

Globalization, market maturation, new customer segments and increased competition are forcing high tech companies to expand into new markets. Often, these evolving market expansions demand innovative go-to-market strategies that compel channel management teams to develop new operational competencies. High tech companies have utilized the Original Equipment Manufacturer (OEM) model to ...

Implementing a Customer Data Management Solution

August 11, 2008 – 1:52 pm by Sanjay Shitole

As companies within the high tech industry mature and increase their reach by introducing innovative products and services, entering emerging markets, and continuing to explore alternative channels, it has become increasingly critical that they have a 360-degree view of their customers in order to be successful. Especially in matured markets ...

Determining the Best Sales Operations Coverage Model for the Enterprise

May 5, 2008 – 3:39 pm by Alex Saghatelian

With the marketplace convergence of hardware, software, and service offerings and the competitive pressures associated with globalization, many high tech companies’ key global customers are buying bundled technology solutions to address business challenges and enable global business opportunities. In this environment, high tech companies face the challenge of optimizing their ...