Sales & Marketing

No matter how good your excuses, most customers don’t want to hear them.
What are the levers vendors use to drive channel business?
Built from scratch, 18 months in the making.
How much did Google just spend on a home thermostat? 
Just why did the search giant plough $3.2bn into Nest Labs?
CEO Magazine names Nick Verykios as IT exec of the year 
Express Data marketing chief departs 
Peter Masters has closed the book on his 17-year career with the distie.
Growing without blowing it 
The kind of stellar growth seen among the Fast50 is not without its risks.
Winning the hearts and minds of the platform-agnostic  
Under-30s do things their own way. The rest of us can either work out how to do business with them – or miss out
Vendors don’t score high enough on field engagement 
Too many vendors wrongly expect resellers to report to them.
Introducing the salesperson of the future 
This brave new world demands gun sales reps with a whole new bag of tricks.
How to sell to the changing IT buyer 
Technology purchasing is no longer the sole domain of the CIO.
Editor's letter: Customers come first 
All the fantastic revenue growth couldn’t happen without the clients
Everyone’s a critic  
A debilitating review is just a click away.
Sophos beefs up sales team with four appointments 
Kogan in legal wrangle with Click Frenzy 
By | Comment Now 
Sales bonanza can't be copyrighted, says reseller.
'Channel Elite' reveal secrets to success 
Roundtable: Major players talk about what drives prosperity.
What’s more important to resellers than leads? 
There are plenty of creative ways to offer partners a route to business success.
Fuji Xerox rolls out managed print service for partners 
Million-dollar merger between East Coast service providers 
Juniper puts Hansjoerg Wagner in charge of Asia Pacific 
Former Polycom APAC president to head Juniper in the region.
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CRN Magazine

Issue: 325 | March 2014

CRN Magazine looks in-depth at the emerging issues and developments for the channel, and provides insight, analysis and strategic information to help resellers better run their businesses.