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How to Sell Technology in the IT Channel
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| 1 - 10 of 23 in Definitions |
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channel conflict
11 Dec 2007
WORD - Channel conflict is a situation in which channel partners have to compete against one another or the vendor's internal sales department. Channel conflict can cost a company and its partners money as partners try to undercut ...
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deal registration
11 Dec 2007
WORD - Deal registration is a feature of some vendors' channel programs in which a channel partner, often a VAR (value-added reseller) or SI (systems integrator), informs the vendor about a lead and is given priority for it. Once a ...
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special purpose acquisition company (SPAC)
05 Dec 2007
WORD - A special purpose acquisition company (SPAC) is a corporation formed by private individuals to facilitate investment through an initial public offering (IPO). The proceeds are used to buy one or more existing companies.
When ...
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direct market reseller (DMR)
03 Oct 2007
WORD - A direct market reseller (DMR), also known as an e-tailer, is a company that sells directly to consumers online without operating storefront operations of any kind. On the business to business (B2B) DMRs include companies ...
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proprietary solution
13 Aug 2007
WORD - A proprietary solution is a hardware or software product or combination of products and services that is tied to a specific vendor, to the exclusion of all other vendors. While proprietary solutions may be quite effective, ...
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consultant
13 Aug 2007
WORD - A consultant is an experienced individual that is trained to analyze and advise a client in order to help the client make the best possible choices. A strategic consultant may evaluate a business plan and help the client ...
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solution
13 Aug 2007
WORD - A solution is a product, combination of products, services, or a mix of products and services that a vendor, service provider or value added reseller (VAR) will offer to their client. In virtually every case, a solution is ...
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lead generator
13 Aug 2007
WORD - A lead generator is any marketing-related activity intended to publicize the availability of a vendor's product or service. Lead generators may be as simple as printed advertising in a newspaper or trade journal, or as ...
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lead
13 Aug 2007
WORD - A lead, in a marketing context, is a potential sales contact: an individual or organization that expresses an interest in your goods or services. Leads are typically obtained through the referral of an existing customer, or ...
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corporate account manager
31 May 2007
WORD - In the channel, a corporate account manager (CAM) is responsible for maintaining the relationship between the clients of a value-added reseller (VAR) and the VAR. In this role, a CAM may be responsible for an entire portfolio ...
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| 1 - 10 of 23 in Definitions |
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<< Previous page 1 2 3 Next >> |
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