Reasons to Outsource Inquiry Management

More often than not, inquiry management activities carve out a large portion of time from sales taking their attention away from closing deals. Sales may quickly become overwhelmed by having to work a large database of contacts in order to find the most qualified prospects, let alone having to manage all of the emails and [...]…
Lead Generation Blog

Are Your Facebook Fans More Likely to Purchase Your Products Or Services?

In a recent article, Forrester took another shot at tying Facebook fanbases to consumer activity and the numbers are worth a look. The last question and probably the most significant one is that of causality. What’s your take on the issue? Is Facebook marketing directly related to increased sales? Read the full article here  …
Achieve Market Leadership

Marketing Automation Must-Dos

Many marketers have turned to marketing automation to help achieve loftier goals while still being down a player or two. We found an interesting article with 5 tips on kicking your demand generation into gear: Build a welcome campaign Automate your webinars Run a lead-scoring program Send Sales website visitor reports Run a data-cleansing program …
Achieve Market Leadership

Life at Apple after Steve Jobs

Will channels ever hold its own for investment and innovation? Beth Vanni – Vice President Apple stands at a crossroads. They are the only major IT vendor that has it all – the cool computing devices, the operating system, and the server and storage technology to run the backoffice. Their thriving community of ISVs and [...]Ecosystem Partnering from Amazon Consulting

Keynote: Northrop Grumman

September 14th 2011 was a busy day for Larraine. She flew from Orlando to Dallas to present the evening keynote for NORTHROP GRUMMAN – at a gathering of the senior executives of their key suppliers – talking about how integrated and strategic supplier relationships need to be approached and managed more like alliances than vendor [...]…

Cloud and Channel Conflict

Cloud and Channel Conflict

The big C when it comes to Cloud for the Channel is Conflict. Conflict with existing solutions, conflict with billing and commission concerns and conf…
Channel Matters Blog

We’ve experienced ‘consumerization of IT’ and ‘consumerization of the Enterprise’ but what about consumerization of the channel?

One thing we all have in common – we’re consumers. And as consumers we behave similarly and share many characteristics. We research online before buying things – like visiting Trip Advisor to check out what others are saying before we book our holiday. We probably then purchase that trip online through an e-commerce website that [...]…
hawkeyeChannel Blog

Evaluate, Execute and Evolve

Recent survey results state that 63% of B2B Marketers say their marketing mix isn’t meeting sales demand while 77% say they plan to expand or diversify their marketing strategies in 2012. Meanwhile, measuring marketing impact is still one of their biggest challenge. Have you identified the areas in your marketing mix that need to be [...]…
Achieve Market Leadership

hawkeye and Channelinsight join forces to offer smart channel programs

During these difficult economic times, a priority for our clients is the accurate measurement of performance—which requires that we be smart about spending for the best return.
Time and again our clients experience major challenges measuring channel investment because of “dirty,” fragmented and incomplete sales data being reported. Measurem…
hawkeyeChannel Blog

Latest Testimonial – ELMI

The Executive Leadership & Management Institute Dear Larraine, The group’s rating of your topic was very high with great comments on what they learned and tools for their institution. We hope you will consider returning as faculty for ELMI or another WACUBO educational program! Thank you so much! Pamela Hemann, CAE Institute Director…

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