Sales Strategy

May 15, 2013 | 0 Comments | Lead Generation, Sales Strategy, VAR Partnerships

What does it take for an ISV to run a successful reseller channel? Paul Solski of AIM International lays out a challenging self-assessment that would test the channel management skills and performance of most ISVs.

And almost as interesting as Paul’s excellent quiz is the response of one of our readers.  A sales and marketing manager for a Microsoft Dynamics reseller, the reader manages his company’s ISV relationships and drives home the importance of Solski’s points by sharing his perspective - without mincing words.

June 27, 2012 | 0 Comments | CRM Strategy, Lead Generation, Marketing Automation, Sales Strategy, VAR Partnerships
As an ISV, or any B2B organization for that matter, your sales pipeline is a living, breathing entity—almost like a baby. It must be fed, nurtured, carefully looked after, and it requires attention constantly. Marketing is the fuel that powers any sales pipeline, because it provides the constant flow of leads that sustain it. As a marketer, how often do you need to be focused on generating leads? The answer is always. May sound obvious to some, but for many others it may not.