How not to lose a customer every 30 days
Once upon a time, IT partners had a relatively simple life: close the deal, count the cash and move on to the next customer.
Jay McBain - News, Features, and Slideshows
News about Jay McBain
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What’s in store for the channel in 2020?
Forrester Research’s principal channel partnerships and alliances analyst Jay McBain takes an extensive look at the forces set to impact the channel in 2020.
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Partner relationship management comes of age
Partner relationship management is maturing into a horizontal channel management platform aligned with CRM and marketing automation.
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Why Dell’s channel religion will be tested moving forward
It was 11 years ago this week that Michael Dell penned the infamous memo declaring that its crown jewel (direct) was a revolution – not a religion.
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IBM’s partner engagement overhaul under scrutiny
IBM is making big changes to its partner engagement models, but will it be enough to get partners on board?
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Resolving the challenges in providing a superior Microsoft CSP billing experience
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