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Sales

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

Managed Services Provider (MSP) Market Forecast 2020: Coronavirus Impact

The managed services provider (MSP) market will likely decline 17 percent in Q2 2020, before rebounding in the second half of 2020, ISG Index research finds.

How to Build Technology Market Forecasts In Uncertain Times

Tips and techniques for preparing technology market forecasts in a fast-changing environment, according to Forrester Research.

Revised IT Services 2020 Market Forecast: Bleak?

Coronavirus (COVID-19) pandemic will impact IT services sector in a “deep, immediate, and long-lasting” way, according to GlobaData’s revised 2020 research.

Pricing vs. Discounting Strategies: Do You Know the Difference?

People confuse pricing strategies and discounting. They are different! And it’s important to understand that difference as part of your sales and value creation efforts.

Office Depot Earnings: CompuCom Revenues Shrink, Profit Margins Grow

Office Depot’s CompuCom revenue falls sharply, but IT services division improves its profit margins. Can 2018 MSP acquisition finally live up to its hype?

SADA, Google Cloud Services: $500M Revenue Push?

SADA, a ChannelE2E Top 200 public cloud MSP, commits to driving $500 million in revenues for Google Cloud Platform (GCP) over three years. Here’s how.

Customer People

Role Clarity for Sales People: 20 Questions to Consider

Sales team members need to understand their jobs/roles–not just the activities, metrics & compensation plan. They need a deeper understanding & context.

Predictable Revenues: Rethink the Selling and Buying Relationship

Redefine how you look at your sales challenge. Instead, help customers achieve their goals and solve their problems through predictable purchases.

Office Equipment Acquisition: Marco Buys Image Systems for Business

Marco acquires Image Systems for Business Inc., a copier/printer provider. Zygoquest, a leading M&A advisor, assisted Image Systems on the deal.

Annual Sales Capacity Planning: 10 Tips

Annual sales plans often focus on growth and operational expenses. But don’t ignore your sales team’s capacity. KLA Group’s Kendra Lee explains.