Improving and enhancing support to partners is an over-riding theme this issue. Canon has stated its intention to signifiantly grow its channel business and has relaunched its EMEA channel partner programme to support this strategy.
Director of B2B Indirect Sales, James Pittick spoke to PITR about how the company has listened to its resellers, using direct partner feedback to revamp the programme to best fit their needs in what is a challenging and evolving marketplace. He says the new partner programme has been a redesign from the ground up and that proactive joint business planning is a fundamental element of it (page 26).
Lexmark is also stepping up in terms of channel support. The OEM has just launched a new marketing hub, an online co-branding tool that enables partners across the globe to improve their customer communications using a predefied set of customisable assets.
Pure Storage has also announced the introduction of a new partner programme, designed to empower partners with new training, certifiations, incentives and support to help customers achieve an intelligent data advantage. And, M-Files is preparing to launch a unifid go-to-market partner program under the guidance of its new UK senior leadership team – more on that next issue.
This month’s VOX POP continues the debate on the importance of customer experience and on page 31, PITR reports on this year’s Synaxon Conference which highlights the shift to managed services.
This month’s Q&A is with Dale Needham, Group Sales Director, ZenOffie and PITR spent 60 seconds with Ian Birch, Director, IBC Group.
And fially, if you’ve got any news about your business to share, would like to be included on our monthly Vox Pop panel, have a compelling business success story or simply wish to comment on any industry issues, please get in touch with us at email@example.com
Michelle Ryder, Editor
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