Market Segmentation and Buyers
This is one way to segment the US market – for any B2B product. Each segment has one or more Buyer personas. Each segment procures B2B products in a variety […]
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Telecom
Mitel Blindsides its Partners
Mitel announced a partnership with RingCentral. Mitel PR. Yahoo news version. TalkingPointz viewpoint. My interpretation is that RingCentral paid $650 Million to acquire Mitel tech, client list and sales force.
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Selling Solutions not Product
Forrester’s Jay McBain is touted as a channel expert. He is a favorite to keynote in Vegas. This week I did agree with one point he made: “In an inventive
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Partner Strategy Ideas
from the mail bag in Oct., 2021: “Hello Peter. I enjoyed your Master Agent article very much. You touched on some points that I wish our leadership would take into
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The M&A Continues
Got a call from the owner of a master agency Sunday morning. As soon as I saw the call, I knew he was telling me he sold. GCN sold to
What’s the Distro Difference?
Master Agencies are looking to rename themselves. Many are looking at the technology distributor label, but that just is not the right term. We have VADs – value added distributors
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