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White Papers

Channelinsight Whitepaper: Channel Best Practices - DOWNLOAD
According to the 112 experienced channel sales, marketing and operations people at leading high tech companies who answered our Best Practices survey only one-third of enterprises really know who their end-customers are and their vertical market. Enterprises rely on their partners to penetrate specific markets, but less than half know the vertical markets that their partners serve. Given this, how can you develop and implement effective incentive programs that target specific markets?
KPMG Whitepaper: Leading Practices in Effective Channel Management - DOWNLOAD
New whitepaper from KPMG highlights leading channel management practices developed through KPMG's extensive experience working with the world's top IT companies.
Forrester: US Tech Market Outlook, Q1 2011 - DOWNLOAD
New report from a leading independent research firm forecasts US IT market growth through 2012 and which industries will have the highest growth by Andrew Bartels for Forrester Research
Forrester: Channel Models In The Cloud Era - DOWNLOAD
Channel Models In The Era Of the Cloud by Tim Harmon and Peter O'Neill for Technology Product Management & Marketing Professionals
Forrester: Tech Distribution Changes in a Cloudy Industry - DOWNLOAD
New report from a leading independent research firm warns tech vendors that cloud computing is changing distributors' orientation from the vendor to the reseller
Baptie: Best Practices for Timely Rebates - DOWNLOAD
This white paper from Baptie & Company discusses the different types of rebate programs, their pros and cons, and how they can effectively be used as part of a dynamic targeted Channel program.