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ChannelE2E offers sales and compensation guidance for managed services, cloud services, CSPs, MSPs, VARs, ISVs and technology partners in the IT channel.

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How to Leverage Data to Drive Lead Conversion

In order to drive leads based on previous revenue obtained, it’s important to understand where you found the leads that turned into customers. Channel Maven Consulting’s Heather K. Margolis explains how.

Do Customers Really Have a Buying Process?

Can we really align sales process with our customers’ buying processes. David Brock from Partners in Excellence offers a reality check.

Zendesk Acquires Base: ITSM Meets SMB Salesforce Automation Software

Zendesk acquires FutureSimple Inc. and Base, a small business salesforce automation software platform, CEO Mikkel Svane confirms. The move further blurs the line between IT service management (ITSM) and sales team automation.

Got the Right Sales People on the Bus? Two Tools Can Help

Here are two basic tools to get the right sales people on the bus and in the right seats. Plus, how to develop their capabilities to perform at the highest levels possible. David Brock explains.

Do Customers Really Want A Frictionless Buying Experience?

In the absence of this friction, we might never move forward. That includes the customer buying process.

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Guiding Our Customers On The Wrong Buying Journey

Website cookies, analytics and machine learning can serve your customers the information they’re seeking. But what if those customers are asking all the wrong questions?

3 Ways SMBs Can Grow Revenues In A Big Sales Territory

Follow these three steps to generate more SMB sales and revenues — even in a huge territory, according to KLA Group’s Kendra Lee.

An Alternative To High Pressure Selling

Rather than High Pressure Selling, what if your sales team focused on the customer perspective — and High Urgency Buying?

Veeam: Data Protection Customer Bookings Remain Strong

Veeam strategic relationships with NetApp, HP Enterprise and Cisco Systems continue to lift data protection, backup & disaster recovery (BDR) software bookings.

When Will We Stop Thinking Our Customers Are Stupid?

Far too many sales and marketing people think customers are stupid. That’s downright wrong. Here are the symptoms and the errors of our ways.