This area contains a growing body of whitepapers, research reports and streaming videos written by some of the industry’s leading figures. It is designed to give you:

• access to strategic and tactical thinking on the channel and beyond
• detailed 'best practice' and 'how to' presentations
• real solutions to real problems

Featured documents are listed at the bottom of the page. You can also:

see a complete document list

search the warehouse

The key to the Community is that the vast majority of this content is developed by executives from some of the most important companies in the industry. We add numerous items every month.

Marketing executives need to be aware of the key trends in the channel in order to reach their customers through the channel. There are several emerging trends to examine. Chief among these is the move from product sales to service business and the conflict this can cause. 

Viewed: 1887 times

This document focuses on two key issues:

1. The buying behavior of SMEs and how to use this knowledge  to focus on the right channels

2. Segmentation and targeting in this extremely diverse market

Viewed: 1304 times

This whitepaper analyses The Economist's special report 'Visions of the Digital Home', where the technological development of the home was labelled as mere science-fiction.

Bob Snyder explains why The Economist has got it all wrong.

Viewed: 125 times

Professor Patrick Barwise of London Business School explores what really makes businesses  stand out from the crowd. He argues that, rather than having to offer something unique to attract business, customers generally buy the brand that they expect will meet their basic needs best, whether they're shopping for gasoline, strategy consulting or a mortgage. They want Simply Better - not more differentiated - products and services.

Viewed: 332 times

A report from InfoNow on how to leverage your channel point-of-sale data to grow revenues and reduce costs

Viewed: 580 times

An InfoNow recommended best practice on how to collect POS data from your channel partners.

Viewed: 675 times

B2B marketing is in the process of a major transition: from art to science.

The old view of marketing as a black box that generated uncertain results is no longer acceptable. B2B marketing today is expected to be measurable, accountable and transparent. And it is Marketing Directors themselves who are driving the transition of their own profession.

In this white paper we examine the drivers, the benefits and the implications of a marketing strategy that is centred on direct marketing techniques, and why they are increasingly implemented via e-mail and Internet.

Viewed: 364 times

As a marketing director, you want to initiate a marketing strategy that is accountable, measurable and transparent. It makes sense to focus on direct marketing since its techniques provide a closed loop in which, customer response naturally feeds back to your company.

In this whitepaper we outline the benefits to internal business processes that accrue from combining email and internet. We also illustrate the potential uses that interactive, online direct marketing offers for B2B companies.

Viewed: 249 times

Gateway's Tiffani Bova finds out which compensation programs work best
in a highly commoditised, low margin market.

Viewed: 459 times

Viewed: 670 times

As eBay and other auction sites continue to grow and thrive, many channel marketers are looking at this as an alternative method.

Listen to a recording of the webinar given by Elias Moubayed, director of corporate sales Europe at Channel Advisor, sharing his insights on how auctions and private marketplaces should play an important role in your channel strategy. This is a Windows Media 9 file (WMF) which includes the presentation plus the Q&A.

Viewed: 52 times

Distributors are often misused by vendors. Common mistakes include expecting wholesale distributors to push your products, the indiscriminate use of marketing funds, poor communication and misuse of loyalty programmes.

In this in-depth anaylsis, Carlos Blanco:

• defines distributor types

• suggests how they should be treated

• supplies a set of golden rules for distributor marketing best practice

Viewed: 752 times

Read this whitepaper written by Jonathan Bellwood, Channel Regional Sales Manager for Northern, Central and Eastern Europe at Symbol Technologies, about how vendors tackle the SME market in the CEE.

Viewed: 159 times

Creating a viable customer loyalty program is essential to the business strategy of any company wishing to move forward today. In this whitepaper, Jef Harris takes you through the components required to construct and implement a successful loyalty program. Using examples, he demonstrates the way to use customer knowledge and insight to build a strong loyalty scheme and maximize revenue potential for your company.

Viewed: 1419 times

The empowered customer is driving the need for business-to-business communities as a method to help like-minded people interact with each other, supported by trusted third party suppliers.

Viewed: 739 times