Rola Dagher’s Power of 3 concept for the channel

DALLAS – Rola Dagher just completed her first Cisco Partner Summit as the President of Cisco Canada. And, after 22 meetings plus a big Canada Partner Celebration party at a Texas hotspot, Dagher

Published on: November 13th, 2017 Paolo Del Nibletto

Cisco channel chief introduces Easy Pay

DALLAS – Cisco Systems took a page out of the Shopping Channel's play book and introduced Easy Pay. Easy Pay works as a hardware payment plan carried over a 36-month term or three

Published on: November 6th, 2017 Paolo Del Nibletto

Cisco consolidates channel specialization programs

DALLAS - When a channel partner wanted to on-board a new Cisco solution it would have to choose from 10 different Express specializations. This was creating a barrier to entry for the partner

Published on: November 2nd, 2017 Paolo Del Nibletto

Stand up & stand out! 12 Ways to get prospects to call you back

No matter how persuasive, compelling or brilliant you may be, it's difficult to build a relationship with a prospect if you can't get them to call you back. Most sales people use boring,

Published on: October 15th, 2017 Colleen Francis

Cisco CEO talks about the three “S’s”

TORONTO - Cisco CEO Chuck Robbins was in Canada last week doing a keynote address at the Cisco Connect show and revealed three big issues for the channel: Scale, Simplicity and Security. The

Published on: October 15th, 2017 Paolo Del Nibletto

New Cisco Canada boss is slow-playing her strategy

TORONTO - 130 days have passed since Rola Dagher was named the new president of Cisco Canada replacing Bernadette Wightman. And, in that time Dagher has chosen to listen rather than act. Dagher

Published on: October 13th, 2017 Paolo Del Nibletto

Embrace your inner sales geek

You can be great at working with people, but unless you match that ability with being able to work skillfully with your numbers, you will not succeed in sales. And what are your

Published on: September 25th, 2017 Colleen Francis

The death of the channel has been greatly exaggerated but it’s not entirely fake news

The transition to SaaS and an expanding buyer community are forcing many IT firms to rethink their sales and marketing strategies. Technology channels have proven to be remarkable change agents—from both a customer

Published on: September 15th, 2017 Jay McBain

Microsoft Canada Presidents through the years

 

Published on: September 13th, 2017 Paolo Del Nibletto

Janet Kennedy turned Microsoft Canada around

Janet Kennedy leaves Microsoft Canada in better shape today than when she arrived approximately four years ago. When she got to Microsoft Canada in October of 2013 customers, channel partners and plenty of

Published on: September 8th, 2017 Paolo Del Nibletto

Dell EMC turns a year old

Today marks the first anniversary of the historic $68 billion deal to combine Dell and EMC. So, what's changed? Well…in a word: Dell has changed. Dell now has teamed up the salesforce of

Published on: September 7th, 2017 Paolo Del Nibletto

Creating a leader versus promoting a seller

I talk often about a new performance-management culture taking hold in the today’s B2All marketplace. To meet that challenge, not only must selling skills change, leadership skills must evolve, too. Your sales manager’s number-one job now is

Published on: August 16th, 2017 Colleen Francis

Cold calling is dead! Here are six things you should do instead

It’s the worst question in sales and marketing today: How do I get better at cold calling? Spoiler alert: Cold calling is dead. Stop wasting your time with it. Here are the better questions to

Published on: August 9th, 2017 Colleen Francis

A roadmap for smoother sailing in the Channel

Rapidly changing technology, an unprecedented number of mergers and acquisitions and evolving consumption models have made navigating the technology sales channel as challenging as navigating a dingy through a stormy sea. The blur

Published on: August 4th, 2017 Steve Proctor