It makes up 80% of Cisco’s business. It makes up 60% of most technology companies’ revenue. It’s not health care insurance costs: it’s the channel. Yet even in 2010, the channel remains the ugly stepchild of direct and inside sales. Even as office overhead and direct sales salaries continue to rise and companies are in [...]
In our very first survey of PJA’s new Global Online IT Panel, we turned up some interesting data about the state of IT decision-makers today. To keep it simple, we asked only 3 questions: which technology brands do you love, which drive you nuts, and what’s your biggest IT challenge today? This post will cover [...]
An interesting article in June’s CIO Asia points up a fact that still goes unacknowledged from time to time: just because a bunch of executives sit in over-sized offices along a cosseted mahogany row called The C Suite doesn’t mean that the communicate well or even see eye-to-eye on most matters. It shouldn’t be so [...]
It’s summer, I’m told, and this year we packed up the dogs as well as my sister and her son (my brother-in-law was in waiting for my niece’s arrival back from doing the Silk Road thing in China), and headed for Inverness, Nova Scotia. The beach there is pretty swell, but you have to be [...]
One of the fine folks from Avenue A/Razorfish dropped this bon mot in a recent presentation to a client we share, and it got me thinking that a disconnect still exists between many BtoB companies and how much they should be devoting to search. As a client put it to her own eMarketing team, “We [...]
