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Brocade’s Channel Chief: Focus is on Exceptional Customer Experience, Opportunities Created by Transition to New IP

With Brocade about to start a new fiscal year in November, I spoke with Bill Lipsin, Brocade’s VP, Global Channels and System Integrators, about the company’s channel strategy for the year ahead.  Q:      There’s a lot of talk about the New IP. What is this? What does this mean for Brocade’s channel partners?   Bill:   The networking industry is going through the most dramatic period of change we’ve seen in more than 20...
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What Channel Leaders Can Learn From FanDuel and DraftKings: Be a Shark

Introducing the Sharks If you’ve seen any of the combined 25,000-plus FanDuel and DraftKings commercials that aired in September (only 214 hours of airtime), you have been introduced to some of the sharks of daily fantasy sports (DFS) gambling. On FanDuel, Scott H. let us know that he has won $2.1 million on a mere $35 invested. That’s an ROI of 6,000,000%. Or there is David Gomes, who was a $1 million winner on DraftKings. Not...
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Sharing dreams

The capability of sharing dreams between two or more human beings has always been -well-, a dream of humanity. Being able to tap into the subconscious and to be part of the same experience for a moment is something we have pursued since the beginning of our time. Imagine ousting from your vocabulary the expression "you had to be there" and actually be able to show what you experienced. Fiction novels and -in the last century-,...
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Why I joined the parago team

It’s no secret that I've been involved in almost every aspect of the channel for over 25 years. I've been at large enterprises and small start-ups; I've worn many hats, including sales, strategy, product marketing and management, and more. Today, I’m pleased to announce that I've accepted a position at parago channel. Let’s be honest: just a handful of months ago, I had never even heard of parago channel. Then I met a few of their...
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2013 - Sell, sell, sell!

What do we want to achieve in 2013? Ultimately we want to create and foster relationships that will generate more sales - meaningful, incremental sales. Looking at the community interaction over the last few months, a few questions or themes have come out of these discussions.  What are the various types of effective partner enablement tools? How to reach all sales people at our partners? How to get them excited about our products? Also how do you help you partners when we...
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What's in store for Q2?

Lots going on and lots to do, so this should be a nice bite size bit of information that you can really sink your teeth into.  But before I do that – I would like to congratulate the channel team, thank the members for attending and thank our sponsors for a  very successful and enjoyable Channel Focus UK event. We had our 2 day event at the lovely Celtic Manor in Wales with an awesome line up of...
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