Cyxtera Unveils Enhanced Channel Partner Program

Cyxtera | June 25, 2020

Cyxtera, a global leader in data center colocation and interconnection services, announced today the launch of its updated Channel Partner Program with the goal of increasing opportunities for its global ecosystem of partners and resellers. As part of the company’s investment in enhancing its channel program, Cyxtera has added Nicholas Voth as its new Vice President of Global Channel Strategy and Sales. The company also formally introduced its Influencer Referral Partner Program that provides special incentives for partner-led referrals.

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MULTI CHANNEL MARKETING

360insights Named A Channel Incentives Management Leader By Major Independent Research Firm

360insights | March 25, 2022

360insights, the leading global channel engagement and business optimization company, announced today that it has been named a leader in The Forrester Wave™: Channel Incentive Management, Q1 2022 report by Forrester Research. 360insights received the top score in the strategy category, and the highest scores possible in 12 criteria, including product vision, execution roadmap, supporting products and services, and partner ecosystem. The Forrester Wave™ Channel Incentive Management, Q1 2022: The 11 Providers That Matter Most And How They Stack Up, is the compilation of research and analysis of the top 11 CIM providers. In Forrester’s 23-criterion evaluation, not only did 360insights receive the top ranking in the strategy category, but the company also received the highest possible score in the channel performance and incentive types criterion, and one of the highest scores in the capabilities and personalization criterion. Specifically cited by the report’s authors, Forrester analysts Maria Chien and Jay McBain, “360insights distances itself from the pack. 360insights is the fastest-growing and most acquisitive CIM vendor in the industry. This 14-year-old company benefits from market leadership across a wide array of B2B, B2B2C, and B2C customer scenarios and has successfully driven incentives, motivation, and loyalty initiatives in a broad set of industries around the world.” The report goes on to describe how, “360insights continues to build on its market leadership with several acquisitions in 2021 to strengthen its B2B channel incentives, partner management, and partner marketing portfolio. Customers said that this is having a quantifiable impact on delivering a strong partner ROI and retention.” “Forrester deeply understands CIM. As the only analyst report to date that has thoroughly analyzed and dissected the industry, it’s a real honor to be named a leader among the top vendors in the space, While the only true measurement of our success is the success of our customers, we still appreciate the recognition and believe our long-term strategy of being the global leader in channel engagement and business optimization is paying off now, and will continue to do so in the future.” Jason Atkins, founder & CEO of 360insights The announcement highlighting 360insights’ position as a leader in the Forrester Wave report comes on the heels of the company’s acquisition of Webinfinity and the resulting launch of 360ecosystems - the fully integrated engagement automation platform enabling brands to better manage, influence and engage their complex channel ecosystems all in one place. About 360insights 360insights is the leading channel engagement and business optimization company, that enables brands to better influence, manage, and engage with their complex channel ecosystems. The company offers a suite of channel solutions including a SaaS-based platform that empowers brands to fully orchestrate their complex partner networks, while also delivering a powerful Incentive Automation solution for consumer rebates, SPIFFs, volume incentives, MDF/Co-Op, sales allowances and points programs. Combining incentive management and ecosystem orchestration with a powerful data analytics engine, 360insights serves more than 300+ enterprise organizations globally, across multiple industries, helping them boost their indirect business.

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CHANNEL PARTNERSHIPS

Digitate Expands Partner Program Globally to Maximize Value for Channel Partners and Customers

Digitate | April 07, 2022

Digitate, a leading provider of autonomous enterprise software for IT and business operations, today announced new benefits, incentives, and program opportunities for its fast-growing, global partner ecosystem. The new Elevate Partner Program will enable partners to increase profitability and accelerate their growth with Digitate, as more organizations supercharge their digital transformation with AIOps. “We see exponential growth opportunities as more organizations seek to automate IT and business operations to improve efficiency and resilience while gaining competitive advantage,” said Lou Sassano, Global Head, Channels, at Digitate, and a 2022 CRN Channel Chief. “Our network of global partners is a critical element fueling our continued momentum and scale. We are committed to further supporting growth through the addition of more partnerships and alliances, new programs, and additional resources. This will not only help our partners uncover new revenue opportunities, but also accelerate digital transformation for their customers, powered by Digitate’s ignioTM line of AI-powered products and solutions.” The Elevate Partner Program underscores Digitate’s commitment to and investment in the rapid scaling and growth of its global ecosystem of value-added resellers, system integrators, and technology partners. It enables accredited partners to rapidly onboard and leverage Digitate’s tools, systems, support, and knowledge to drive market opportunity and profitability through engaging with potential customers and accelerating their transitions into autonomous enterprises. The program also provides sales and support coverage in key major markets including the Americas, Europe, UK, MEA, and India. Digitate is targeting unprecedented channel growth of 130% year-over-year within its partner ecosystem, with a goal in 2022 of increasing net-new customer sales by 50% over the previous year. CEO of TVS Next, said: "We are always looking for ways to push the speed barrier and reduce time to value for our customers. Speed is at the core of everything we do, and our partnership with Digitate helps us take it even further. We are excited to have Digitate as our partner to fulfill this endeavor. Our combination of engineering, intelligence, and experience, when brought together harmoniously, brings a level of speed and outcomes that is unmatched by others. Adding ignio to our process has brought it to another level of performance." Speaking about his company’s partnership with Digitate, Vinod Krishnan, CEO of TVS Next, said: "We are always looking for ways to push the speed barrier and reduce time to value for our customers. Speed is at the core of everything we do, and our partnership with Digitate helps us take it even further. We are excited to have Digitate as our partner to fulfill this endeavor. Our combination of engineering, intelligence, and experience, when brought together harmoniously, brings a level of speed and outcomes that is unmatched by others. Adding ignio to our process has brought it to another level of performance." The Elevate Partner Program provides a valuable business proposition for partners, incorporating a lucrative software license structure that provides a recurring, compounding revenue stream, as well as a significant professional services opportunity. Other vendors typically either do not allow renewals through partners and take those deals direct, or they offer lower margin discounts on renewals through the partners. Sayantan Dev, President at Redington Value, added: “Digitate leverages machine learning and AI to intelligently manage IT and business operations and brings great value to our channel partners across the region. This will allow them to deliver lines of innovation to help customers transform their enterprise business operations, enable the digital enterprise, and achieve new business performance levels. Our strategic partnership with Digitate will bring flexibility to deliver the right customer experience for our ecosystem.” Looking ahead, Digitate is focused on further expanding the Elevate Partner Program by continuing to recruit partners, building a library of robust enablement content, developing new demand generation campaigns, and more. “We are encouraged by the great momentum we are seeing, and we look forward to the continued expansion of our partner network. This is a perfect set of offerings for regional systems integrators and solutions providers operating in a software sales and services business model, with expertise in areas such as AI/ML, IT operations management, monitoring, IT infrastructure management, and service management,” said Sassano. The Elevate Partner Program has also been recognized by CRN®, a brand of The Channel Company, in its 2022 Partner Program Guide. CRN’s annual Partner Program Guide is the ultimate list of the most notable partner programs from industry-leading technology vendors that provide innovative products and services through the IT channel. About Digitate Digitate is a leading software provider bringing agility, assurance, and resiliency to IT and business operations. Digitate’s flagship product, ignio™, is an award-winning AIOps solution that reimagines the enterprise business landscape with its distinctive closed-loop approach. It combines context, insights, and intelligent automation to autonomously resolve and prevent issues. Our customers span multiple industries and include global enterprises that are leaders and innovators. To stay up to date on ignio™ news and learn how our clients across the globe have benefited from our innovative solutions, visit us at www.digitate.com and follow Digitate on Twitter and LinkedIn.

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CONTENT MARKETING

McKinsey Research Confirms Omnichannel is the Leading Approach to B2B Sales; Effectiveness Jumps Significantly to 83 Percent

McKinsey | March 14, 2021

Eight in ten B2B decision makers believe omnichannel sales is as or more effective than traditional methods, according to McKinsey & Company's 2021 B2B Pulse survey. Belief in the effectiveness of the new selling model has grown sharply throughout the past year – rising from 54 percent at the start of the pandemic to 83 percent in February 2021. Further, conviction in the ability to acquire net new customers is heightened in certain regions. B2B decision makers in Brazil (74 percent), China (73 percent), and India (68 percent) believe it to be more effective than previous sales models, which compares to those in France (42 percent), the United Kingdom (45 percent), and Germany (46 percent). The shift to omnichannel accelerated at the onset of the pandemic and has now become the predominant path for B2B sales. As in-person selling became restricted or prohibited, no single type of sales interaction arose as a direct replacement. Instead, buyers prefer a multi-channel mix to any one method on its own, and they chose in-person, remote, and digital self-serve in equal measure. There are regional nuances around the heightened effectiveness for net new customers and upselling strategies. When it came to the ability to support upselling to existing customers, 72 percent of sales representatives in South Korea, 69 percent in Brazil, and 67 percent in China found the model to be more effective than before, compared to their counterparts in Japan (46 percent), Germany (46 percent), and France (39 percent). Hybrid rep role expected to grow, 85 percent believe it will be the prominent role by 2024 The drive to omnichannel commerce triggered a restructuring in the sales team. Many moved with admirable speed, adapting processes on the fly in order to respond and adapt alongside their customer base. With omnichannel now established as the new buying norm, 85 percent of B2B organizations expect the hybrid rep to be the most common sales role in their organization in the next three years, compared to just 28 percent of organizations that have hybrid sales roles today. Hybrid sellers represent a combined team of field and inside sellers that sell mostly via video conference and only occasionally visit customers in-person. 20 percent of buyers willing to spend $500k USD remotely, with remote selling expected to continue Despite the conventional wisdom that says big-ticket sales require in-person contact, 20 percent of B2B buyers are willing to spend more than $500,000 in a fully remote/digital sales model. And 11 percent would spend more than $1 million. In China, the inclination to spend more than $500,000 on a remote sale jumps to 40 percent. This enthusiasm for completing big-ticket digital purchases has the propensity to continue, as companies are not expecting in-person selling to continue to be the norm. Most organizations say they will return to in-person selling in 2021, with 90 percent of B2B sellers expecting to hold in-person meetings by the fourth quarter of 2021. However, only 15 percent of organizations expect in-person sales to represent more than 75 percent of their sales interactions. CAPEX intent jumps 6 percentage points, with tech and marketing the top spend categories Plans to increase CAPEX budgets have risen 6 percentage points over the past six months, increasing from 41 percent in August 2020 to 47 percent in February 2021. The intent to invest was more prominent in India (63 percent), China (57 percent), and the United States (52 percent), signaling confidence in long-term growth. Managing OPEX costs was split across the board, with 40 percent intent on decreasing, 19 percent intent on maintaining, and 41 percent on growing budgets over the next five years. The biggest OPEX reductions were forecast in France (60 percent), South Korea (52 percent), and UK (48 percent). The top three product categories where spend is increasing are software and telecoms services at 42 percent, IT hardware at 42 percent, and marketing and advertising at 35 percent.

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SEARCH ENGINE OPTIMIZATION

Keeping Pace with Google Algorithm Changes is Difficult Without a Specialist SEO Agency

Zib Digital | December 18, 2021

According to the leading SEO agency Sydney-wide, Zib Digital, staying on top of the search engine optimisation (SEO) best practice ensures a website will have the best chance at being seen by relevant audiences. With search engine algorithm changes happening all the time, keeping on top of the latest tricks is easier said than done. As Zib Digital explains, to connect with audiences online, it is critical for a business to have a smooth, intuitive website with a thoroughly clean back end, that serves up the information potential customers need, when they are searching for it. Search engines such as Google use algorithms to understand how best to serve audiences when they are searching online. Zib Digital says that for a website to rank well on a search engine results page (SERP), it needs to align with search engine best practices. The purpose of Google's algorithm updates is to improve user experience and help users find the information they are looking for, as quickly as possible. Each time an update to the algorithm is rolled out, Google reconsiders the SERP ranking of websites based on expertise, authoritativeness and trustworthiness. Zib Digital explains that Google updates the algorithm daily and changes are often minimal, but every so often, a more robust update is rolled out and adjusts rankings. SEO specialists, such as those in the Zib Digital team, spend the majority of their time researching and adjusting their practices to adhere to these changes. As the leaders in SEO Sydney-wide, Zib Digital keeps a close eye on website traffic and search rankings for their clients. In fact, the SEO masters at Zib Digital are usually aware of algorithm updates before they are even confirmed by Google.

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Spotlight

While A/B testing has been around for years, many marketers haven’t tapped into the full potential of experimentation. Controlled experimentation removes assumptions and guesswork by truly measuring the impact of explicit changes. This empowers brands to conduct true data-driven marketing that is tailored specifically to their t

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