Back to main site +44 (0)1202 55 55 33

Turning Data into Dollars

As an IT professional that has spent time in technical, sales and marketing roles on both the vendor and agency side I perhaps have a unique view of the world when it comes to understanding the power of data, or should I say untapped power of really good data.

It also occurred to me that as technology vendors quite often differentiate themselves on their ability…

Continue reading 0 Comments

Martin

Martin

Account Manager

Posted July 10, 2013 by admin & filed under Industry Insights.

Is Your Sales Channel Delivering Maximum Return?

If you have a diverse partner network, it’s crucial to understand how the channel is performing. Even more important is to gain a clear and accurate picture of how the partners work, how much time they spend on your product, if they are motivated by your value proposition and overall, if they are delivering the maximum revenue possible.

A well-managed channel is the key to generating reliable…

Continue reading 0 Comments

Guy

Guy

Managing Director, Delta Channel Services Ltd.

Posted July 05, 2013 by admin & filed under Channel.

What Sets You Apart from Competitive Vendors?

The technology sector has become far more competitive as budgets naturally become tighter. However, it is crazy to think that there is no business out there.

In fact, the very definition of using technology effectively, allows organisations to manage their business in a far more productive and competitive way, hence the need for continued investment in this area.

So,…

Continue reading 0 Comments

Dermot

Dermot

Dermot Collins, Managing Director, Seven V

Posted June 20, 2013 by admin & filed under Channel.

"We wanted to create an environment that reflected who we are."

Our primary goal at EIMS is to make our clients go “WOW!”  We’re proud of being known for delivering high quality services to some of the biggest IT vendors in the world. We encourage clients to spend time in our environment getting to know their teams whilst feeling at home. The biggest complement we receive from clients is that we have a great ‘buzz’ and energy on the floor. 

Our new Global…

Continue reading 0 Comments

Cleo

Cleo

Marketing Executive

Posted May 30, 2013 by admin & filed under Industry Insights.

Why Timing is Everything

A key issue we regularly observe in sales and marketing teams is a distinct lack of alignment when it comes to what each team is expecting to gain from a lead generation campaign. A silo approach, whereby marketing are tasked to find leads in volume, but sales feel that the quality of leads is poor, will result in a breakdown of the sales cycle. This in turn affects the value of pipeline delivered…

Continue reading 0 Comments

Cleo

Cleo

Marketing Executive

Posted May 28, 2013 by admin & filed under Lead Generation.

How to be a Lead Generation Champion

The use of telemarketing to generate highly qualified leads for technology solutions is no doubt a mature, established approach to lead generation. True, it’s never been the coolest part of the marketing mix [that crown used to go to creative and now sits with social media] and yet it has the ability to achieve very high, demonstrable returns. With nearly 20 years of experience executing telemarketing lead generation programs for technology vendors, packed with natural evolution and plenty of innovation, we thought we’d share our top tips for ‘how to be a lead generation champion’. Follow these tips and you’ll run successful lead gen programs every time:

Continue reading 0 Comments

Tim Smith

Tim Smith

Managing Director, Global HQ

Posted March 26, 2013 by admin & filed under Lead Generation.

Why Consider Outsourcing?

The decision to outsource core business development activities such as lead generation, channel development and even sales desk functions is nearly always set to divide opinions; typically between those that have had a bad previous experience and those that have had a good one. No doubt there are good and bad agencies out there and a key ingredient to success is choosing the right partner. We’ll be releasing a second white paper shortly on this particular subject - ‘The inside-track on how to test, evaluate and select a truly excellent partner’.

Continue reading 0 Comments

Tim Smith

Tim Smith

Managing Director, Global HQ

Posted February 26, 2013 by admin & filed under Industry Insights.

Is it Time to Get Smarter With Channel Investment?

I’m always surprised by how many companies are not happy with their sales channel. An all too common view is that, up to a point, partners do not work hard enough, get too much margin, do not appreciate sales leads and marketing assistance, need too much support and generally do not perform as well as expected. My view is that, often, there is an element of truth in some of these comments but mainly the issues arise because the channel relationship is not being optimised.

Continue reading 0 Comments

Guy

Guy

Managing Director, Delta Channel Services Ltd.

Posted January 29, 2013 by admin & filed under Channel.

What Makes a Good Sales Lead?

A CEO of a software vendor I once worked for once said, when discussing Lead Generation: “Until we get an order, all we’ve done is spend money”. On the face of it, that seems like a pessimistic view, but actually it is very insightful. Every lead is a cost centre that only ceases to be so when it is turned into revenue. If this view is truly embraced by an organisation, the end-to-end process from selecting target data, generating the lead through to pitching and winning the business becomes much more strategic. And if you get the fundamentals right, you can enjoy a much better return not just on your marketing investment but on your sales investment too, whilst competitors are left chasing their tails.

Continue reading 0 Comments

Scott

Scott

Account Manager

Posted January 23, 2013 by admin & filed under Lead Generation.

The Power of Getting to Know Your Lower Tier Partners Better

Over the past 10 years I have worked and still work with many channel focussed technology vendors. Most if not all vendors understand their top tier partners very well but conversely know very little about their lower tier partners. Personally I think they might be missing a trick. In order to achieve significant, meaningful growth vendors operating in a mature market need a long reach and to achieve that they need a motivated, loyal and active ‘wider base’ of partners. Unless a vendor knows its lower tier well enough identifying their future stars is like finding a needle in a haystack. Here are some questions I think vendors should know the answers to for all of their partners, both big and [currently] small:

Continue reading 0 Comments

Ulrike

Ulrike

Account Director

Posted November 30, 2012 by admin & filed under Channel.