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Selling the Cloud Channel Compensation & Incentive
Sales Compensation & Incentive Plan Principles
Sales Compensation & Incentive Plan Principles
by Jeff Saling
Jeffrey Saling shares some of his experiences from building a $60M+ SaaS Sales Performance Management business at Callidus Software. The shared experiences are drawn from working with hundreds of companies with sales forces in many industries, ranging between 50 to 350,000 reps and covering single territories to the entire world. With this enterprise perspective, along with managing his own SaaS sales force, the intention of this article is to help and inspire discussions on sales incentives and organization types.
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Getting Thinkers, Blamers and Junkies to Align
Getting Thinkers, Blamers and Junkies to Align
by Christine Crandell
Here’s some good news in this perilous economic climate: The need to do more with less -- and faster -- is bringing sales and marketing teams together. More than a half of B2B companies are talking about aligning the two teams.
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The Ascent of Incent for Marketing
The Ascent of Incent for Marketing
by Christine Crandell
Sales people, cynics have said, are coin operated – driven solely by financial incentives.  Marketing people, on the other hand, are generally salaried and have their attention fragmented across a range of different activities including some with only remote ties to revenue generation.  Yet marketing and sales are co-dependent functions and their coordination is critical to any company’s success.  One pragmatic way of bringing the two into line involves rethinking the approach used to compensate Marketing people who, like their counterparts in Sales, also respond to incentives.
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Why the Cost of Sales Gap is Shrinking between SaaS and Legacy Software Vendors
Jeff Kaplan - Founder & Managing Director at THINKstrategies, Inc

Today’s leading Software-as-a-Service (SaaS) companies continue to steal share from their legacy, independent software vendor (ISV) counterparts due to rising demand for their cloud-based application alternatives. However, many of those offering enterprise SaaS solutions are also seeing their sales costs rise as well. This is raising some serious questions about the short- and long-term profitability of the SaaS model compared with its traditional, on-premises predecessor. This commentary examines the industry implications of these trends.


Channeling New Cloud Opportunities
Jeff Kaplan - Founder & Managing Director at THINKstrategies, Inc

Channel companies must accept that the cloud fundamentally disrupts their traditional business models. They must recognize that meeting their customers' rising expectations requires transforming their go-to-market strategies and services. It changes the skills required, the sales tactics, the value propositions and service delivery methodologies. This article discusses the channel opportunities and challenges which were examined at the second annual Cloud Channel Summit on November 5, 2012.


The Hard Part About Rolling Up Clouds
Jeff Kaplan - Founder & Managing Director at THINKstrategies, Inc

Oracle's (Nasdaq: ORCL) recent acquisition of RightNow (Nasdaq: RNOW) raises a question: Can multiple cloud companies be merged together to form a tightly coupled suite of solutions like those which were promised but never delivered during the client-server era? On the face of things, it would appear that merging cloud companies together should be relatively easy and straightforward since many of them already interconnect with the advent of application program interfaces (APIs). Alas, not every cloud company is built the same. Like snowflakes, cloud company architectures, programming languages and a myriad of other operational pieces and parts can differ dramatically.


The Single Most Important Question for the Challenger Sale
Brent Adamson - Chief Storyteller at CEB

Here at CEB’s Sales Executive Council we are both excited and humbled by the global excitement for our research profiled in The Challenger Sale. Indeed, just last week the book made it into the Wall Street Journal business book bestseller list for the first time. Not surprisingly, that kind of attention has led to a great deal of momentum around the model, but some common questions as well. Many of those questions are easily addressed through a better understanding of how we conduct our work and the assertions we make regarding its findings.


How Alignment Helped Sales Win
Christine Crandell - Serial CMO, author, speaker and blogger at NBS

Alignment is not a ‘one and done’ activity; it is a way of doing business. Once these activities become productive, expand the number of people involved and begin addressing other Buyer touch points, set shared goals, service level agreements, common metrics, and work toward building a unified culture within the two groups. Getting Sales and Marketing to align to the Buyer can make the difference between company success and failure.


10 Cloud Partner Types
Darren Bibby - Program Director, Software Partnering & Alliances at IDC Research, Inc

While IDC has an overall partnering taxonomy, a list of Cloud-oriented partner types is needed to help segment and describe the different roles that solution providers are playing in the market today. Our Software Channels research team has been thinking about this list for several months now and it's time to share it more broadly. I'd love to hear any comments you have either here or at dbibby - idc - com. There are 10 partner types: 7 based on cloud applications and 3 based on cloud infrastructure. We realize that "Partner Type" is probably not the perfect way to describe this list, as many solution providers will take on more than one of these items. Perhaps Cloud Activity Taxonomy might be more helpful.


CloudWiz - Wizard based decision tool for going cloud
Ilyas Iyoob - Sr. Research Scientist, and Manager of Advanced Analytics at Gravitant

Gravitant announces the release of CloudWiz on June 1st, 2011. Using this tool, potential customers can evaluate the option of going cloud in less than 5 minutes, thanks to the work of the Advanced Analytics group at Gravitant.


Quelling the Clash of the Titans
Christine Crandell - Serial CMO, author, speaker and blogger at NBS

Keynote for sales and marketing conference DemandCon 2011 in San Francisco.


The Windows Intune Partner Opportunity : A Blueprint for Success PDF
Darren Bibby - Program Director, Software Partnering & Alliances at IDC Research, Inc

IT is a business that lives with a higher level of change than most, with new products and periodic release cycles creating opportunities along the way. One of the more dramatic historical shifts in the IT model is currently under way, as organizations are transitioning from an on-premise model, in which all IT services and infrastructure are physically housed at their own site, to a cloud computing model, in which IT services are provided by a separate entity and typically accessed through a Web browser. Cloud computing is having an impact in all areas of IT and can be particularly disruptive to solution providers as they work to find new business models and ways to add value for their customers. PC management, a line of business that offers the advantages of good profitability with an annuity-based model, is now facing disruptions as service providers are beginning to offer cloud-based solutions. One such solution is Windows Intune, a cloud-based, integrated PC management, monitoring, alerting, inventory, and reporting solution. This white paper discusses the impact Microsoft partners expect Windows Intune to have on their PC management practices and business models. It is based on in-depth conversations with 12 Microsoft solution provider partners who have already performed beta Windows Intune deployments. This paper provides the partners' perspectives on new opportunities, risks, and issues associated with Windows Intune. It also offers advice for other partners considering adopting Windows Intune for their business.


Who OWNS your Sales Leads – You or Your Sales Rep?
Jeremy Aber - Founder at AberLawFirm

Hey, this used to be an easy answer (you owned them and you had possession of them), but in these days of LinkedIn, Twitter, Facebook, etc., it is not so simple. Here are some thoughts on this software sales compensation issue for any company looking for growth equity or a venture capital investment.


Partner Programs Are Changing
Rauline Ochs - SVP & General Manager at IPED at Everything Channel

If your traditional technology vendor has yet to embrace cloud computing or lacks educational resources, you might want to consider doing business with one of the newer players.


Shopping for Cloud Vendors
Rauline Ochs - SVP & General Manager at IPED at Everything Channel

Four things to consider when selecting cloud vendor partners.


Leading In A World of Change
Rauline Ochs - SVP & General Manager at IPED at Everything Channel

Rauline Ochs takes a look at how the cloud has caused a shift in customers' needs and this impacts the solutions you provide and new ways to position your business for success.


Can You See Beyond the Clouds? PDF
Rauline Ochs - SVP & General Manager at IPED at Everything Channel

This eBook provides insight into how service providers and vendors can work together to unlock the strategic and monetary potential behind cloud-based sales.


Teaching Partners to See the Horizon behind the Cloud
Rauline Ochs - SVP & General Manager at IPED at Everything Channel

Learn how vendors can help solution providers understand the changes in customer buying behaviors. Put your best foot forward as solution providers determine who they will move forward with in this new indirect eco-system.


Channel Strategies for the Cloud
Kamesh Pemmaraju - Leading Research on Cloud Computing & Independent Cloud Computing Consultant at SandHill

Cloud companies have gained successes on the back of the cost savings, rapid innovation, and easy to use value propositions compared to their on-premise predecessors. But for them to really create a massive exodus of companies towards the cloud, they have to engage with the Channel. Because the opportunities for large implementations/upgrades might be dwindling, the pure-play SI vendors need to re-focus on subject matter expertise, high touch value-added services that still need to be delivered. Channel partners now have an opportunity to go up the value chain instead of low-end activities like hardware upgrades, helpdesk, maintenance and so on.


The New Meaning of Customer Centricity
Brent Adamson - Chief Storyteller at CEB

No matter who I talk to around the world, I hear the same thing: 2010 is about a return to growth. For many of us, the dark days of 2009, frankly, were a world where flat was the new up, and survival was success. Heading into the next 12-18 months, however, no one is likely to get a second round of forgiveness for turning in a flat performance.


Bracing For The Big Conversation
Christine Crandell - Serial CMO, author, speaker and blogger at NBS

We've all been there. It's that dreaded moment of truth when you realize that having The Talk, The Big Conversation, perhaps even The Great Ultimatum, is inescapable. It could involve your child, your spouse, your subordinate or your colleague. But in every case, it only arrives when it's too late to pretend that the conflicts aren't there or don't really matter.


Getting Thinkers, Blamers, and Junkies to Align
Christine Crandell - Serial CMO, author, speaker and blogger at NBS

Engaging the head of sales in the alignment conversation requires a strategy that is tailored to their style and beliefs about Marketing's value add. In general, sales' style typically falls into one of three categories: Thinker, Blamer or Junkie.


Making Channels Work to Grow Your SaaS / Cloud Business
Lincoln Murphy - Founder & Managing Director at Sixteen Ventures

Making Channels Work to Grow Your SaaS / Cloud Business


Contributions Results for Vendors: Sales

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Cisco CTO on Cloud Computing
Padmasree Warrior - Chief Technology Officer at Cisco Systems, Inc

TalkinCloud FastChat Video interviews Cisco Systems CTO Padmasree Warrior. She describes how Cisco developed its cloud computing strategy and why Cisco won't become a public cloud provider, preferring instead to leave the cloud market to service providers and channel partners.


Using the Force to Escape Excel
Christopher Cabrera - Founder, President & CEO at Xactly Corporation

Are you paying commission to less that 150 reps? Are you trapped in endless Excell spreadsheets? Companies often avoid compensation automation because they're afraid it's too expensive and complex or they think they're too small. The reality is automation isn't expensive, implementation is fast, and ROI is even faster. The CEO at Xactly, Christopher Cabrera, discusses how leading companies like Avatier, ClairMail, DocuSign, and Genius are transforming sales compensation with Xactly Express, a sales compensation tool built natively on the Force.com platform. He explains how these companies escaped from Excel and are seeing improved sales results, and how you can implement it for your business.


Can Sales Compensation Drive Customer Experience
Christopher Cabrera - Founder, President & CEO at Xactly Corporation

Learn how to increase sales and improve customer loyalty through compensation. The CEO of Xactly, Christopher Cabrera, discusses how leading companies like Akamai, American Express, salesforce.com, and Xerox achieve significant gains in sales effectiveness through sales compensation that improves sales and enhances the customer experience. He explains how to extend your CRM investment to harness sales compensation and deliver value at each step of the customer's journey, leading to more profitable and loyal relationships.


Channel Transformations: Prepare Your Business for the Future
Rauline Ochs - SVP & General Manager at IPED at Everything Channel

Customers are changing buying behavior, drastically changing business models. Rauline Ochs's keynote from XChange Americas 2010 explains the drivers behind this transformation including cloud computing, Iaas and Saas.


The Behavioral Power of Incentives
Christopher Cabrera - Founder, President & CEO at Xactly Corporation

There is an important relationship between behaviors and incentives. Whatever your strategy to improve your sales objectives - increased profits, reduced discounts, higher top line - motivating your people to work in alignment makes a tremendous difference in how successfully your strategy plays out. The CEO of Xactly highlights how breaking away from spreadsheets to manage incentive compensation can help change the behavior of your sales teams. Salesforce.com will discuss how using Xactly for incentive compensation management has changed the behaviors of its sales teams, resulting in improved business performance.


Provoke Your Customers and Stimulate Sales Today
Geoffrey Moore - Author, Co Founder & Managing Director at TCG Advisors, LLC

Crossing the Chasm Author Geoffrey Moore & VP of Marketing at Sybase, Mark Wilson discuss Geoffrey's recent Harvard Business Review article, In a Downturn, Provoke Your Customers, which challenges old consulting-based methods. They talk about why this bold approach is critical to success in today's tough market and provides you with tips that will help you sell even when the budgets aren't there.


Aligning Sales with Finance
Christopher Cabrera - Founder, President & CEO at Xactly Corporation

Sales and finance professionals don't always find the common ground required to meet their mutual goals. Chris Cabrera offers some insights on how to bridge the devide between sales and finance.


How to Boost Sales Via Analytics
Ken Rudin - Co Founder at LucidEra, Inc

Ken Rudin, Founder of LucidEra, defines his companies success and explains how they help sales managers gather and process information through analytics.


Xactly Founder & CEO, Christopher Cabrera, Introduces His Company
Christopher Cabrera - Founder, President & CEO at Xactly Corporation

Xactly Founder & CEO, Christopher Cabrera, Introduces His Company


How Analytics Accelerate the Sales Process
Ken Rudin - Co Founder at LucidEra, Inc

How Analytics Accelerate the Sales Process


Contributions Results for Vendors: Sales

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The Windows Intune Partner Opportunity : A Blueprint for Success PDF
Darren Bibby - Program Director, Software Partnering & Alliances at IDC Research, Inc

IT is a business that lives with a higher level of change than most, with new products and periodic release cycles creating opportunities along the way. One of the more dramatic historical shifts in the IT model is currently under way, as organizations are transitioning from an on-premise model, in which all IT services and infrastructure are physically housed at their own site, to a cloud computing model, in which IT services are provided by a separate entity and typically accessed through a Web browser. Cloud computing is having an impact in all areas of IT and can be particularly disruptive to solution providers as they work to find new business models and ways to add value for their customers. PC management, a line of business that offers the advantages of good profitability with an annuity-based model, is now facing disruptions as service providers are beginning to offer cloud-based solutions. One such solution is Windows Intune, a cloud-based, integrated PC management, monitoring, alerting, inventory, and reporting solution. This white paper discusses the impact Microsoft partners expect Windows Intune to have on their PC management practices and business models. It is based on in-depth conversations with 12 Microsoft solution provider partners who have already performed beta Windows Intune deployments. This paper provides the partners' perspectives on new opportunities, risks, and issues associated with Windows Intune. It also offers advice for other partners considering adopting Windows Intune for their business.


Can You See Beyond the Clouds? PDF
Rauline Ochs - SVP & General Manager at IPED at Everything Channel

This eBook provides insight into how service providers and vendors can work together to unlock the strategic and monetary potential behind cloud-based sales.


Channels for the New SaaS Industry PDF
Axel Schultze - CEO at Xeequa Corp

Channels accelerate business, broaden market reach and help grow market share and lower cost of sales. How does this apply to the new SaaS industry?


Microsoft partners with broadcast companies for cloud computing
By: Sharon Chan
LAS VEGAS -- Elsewhere in this convention town, Microsoft is at the trade show of the National Association of Broadcasters. To attract more broadcast companies to its cloud computing platform Azure, Microsoft said today it is partnering with other cloud software companies.
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5 Ways MSPs Can Win SMB Cloud Computing Services Deals
By: Staff
Presentation on ways to win SMB cloud deals.
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Cisco Puts Spotlight on Managed Services Partners
By: Joe Panettieri
Give Cisco Systems credit. Most of the noise at Cisco Partner Summit involved cloud computing. But the networking giant also put a bright spotlight on managed services providers (MSPs). A case in point: ShoreGroup Inc. was named Cisco’s partner of the year for managed service solutions for the Eastern, U.S., region. Cisco also pointed out numerous synergies between managed services and cloud computing.
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Memo From Cisco: MSPs Will Enjoy Early Cloud Computing Advantage
By: Joe Panettieri
When it comes to cloud computing, successful managed services providers (MSPs) should have a leg up against traditional channel players. That’s the consensus among Cisco Systems executives who have helped to build the networking giant’s managed services channel program and cloud computing partner program. Moreover, roughly 100 MSPs that work with Cisco will instantly qualify to join the new Cisco Cloud Partner Program. Here’s the update, including an MSPmentor FastChat Video interview with Wendy Bahr, senior VP of global and transformational partnership at Cisco.
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Cisco Mounts Cloud Computing Channel Blitz
By: Steven Burke
Cisco (NSDQ:CSCO) is putting its money where its mouth is when it comes to helping its partners monetize the cloud computing solutions opportunity. The networking market leader gave partners something to celebrate Tuesday at its annual Partner Summit in New Orleans by using the first day of the show to unveil what may well be the most ambitious and comprehensive channel offerings yet aimed at helping partners build profitable practices selling cloud infrastructure and services.
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IBM Announces New Cloud Computing Specialty
By: Staff Writer
(RTTNews) - International Business Machines Corp. (IBM: News ) announced Tuesday new skills development, marketing, technical and sales programs to help its business partners capture the growing market opportunities in cloud computing and business analytics. The announcement includes the launch of the new IBM Cloud Computing Specialty. The Armonk, New York-based company said a recent survey of more than 2,000 IT professionals worldwide showed that 91 percent believe cloud computing will overtake on-premise computing as the primary way organizations acquire IT by 2015.
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Surviving the cloud computing boom
By: Richard Chirgwin
Part 1 Cloud computing launches in Australia are coming thick and fast. Already, more than 30 companies position themselves as offering hosted cloud services, and the number is rising quickly. The rapid acceleration in the cloud provider market looks very much like at least one other boom in the Australian Internet market: the VoIP boom after around 2006, when the number of providers rose very rapidly from fewer than 70 to around 300.
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Cisco Poised To Launch New Cloud Computing Channel Programs
By: Steven Burke
Cisco (NSDQ:CSCO) Senior Vice President, U.S. and Canada Partners, Jim Sherriff Thursday said the networking giant is poised to launch new cloud computing channel programs at its partner summit later this month. Sherriff said partners will see a Cisco "deep dive around cloud" with new programs aimed at giving partners multiple cloud computing opportunities that range from building clouds to operating clouds to reselling clouds. "We'll put out a comprehensive plan at the Partner Summit (Feb. 28- March 3 in New Orleans)," he said.
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IT channel confused on cloud computing
By: Maxwell Cooter
IT resellers' lack of knowledge when it comes to cloud computing could hinder their future business and leave them unable to help their customers, according to a new study. Research from Opal suggests that 40 percent of resellers admit to a sense of "fear and confusion" when it comes to cloud computing and only one in ten of firms in the channel, admits to fully understanding the technology. Resellers were not in agreement on the most important elements of cloud deployment, either. (Twenty-three percent of respondents saw it as a network issue, with 16 percent chose security as the most important factor - rather worryingly, the most popular response from resellers was "Don't know".
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Cloud Computing Gives VARs New Stickiness
By: Andrew R Hickey
Solution providers are being beaten over the head with the benefits of cloud computing: it's cheap, it's easy to sell and it's simpler to manage. But one of the big draws of cloud computing to the channel is its stickiness. Solution providers say that they're experiencing microscopic amounts of customer churn, if any, and that's mostly due to the stickiness created by cloud computing.
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Will Cloud Computing Vendors Washout The Channel?
By: Andrew R Hickey
"Cloud computing will lead to a 12 percent to 15 percent decrease in channel companies within the next five years as more end-customers turn to their vendors for cloud technologies and services and leave their partners behind, new research by Forrester warned. "
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