Archive | Channel News

Centrica Business Solutions

Centrica Business Solutions – a division of Centrica a global $37B energy supplier – provides an energy insight solution, Panoramic Power, that lets customers see exactly how their business uses energy – right down to the device level. It gives them the energy intelligence they need to reduce energy waste and improve operational efficiency.
Centrica sought to dramatically grow its indirect channels of distribution for the Panoramic Power suite of products. They engaged Channel2GO to develop a best in class channel strategy and channel program while helping the company profile, recruit, and onboard the right partners.

The following case study may be of interest to Born in the Cloud and IOT vendors looking to rapidly grow their business through indirect channels of distribution. Download the Centrica Use Case PDF.

Think your channel strategy is competitive?

Cloud computing and AI are the dominant trends in the IT industry, changing the way many businesses and organizations consume IT. And that continues to drive major changes with technology vendors and channel partners. Business models for vendors and partners alike are rapidly changing which continues to present huge opportunities for solution providers – and threats to those who fail to adapt. Vendors need to work closely with partners to align technical, marketing, financial and sales programs as they migrate to new cloud based and AI solutions and new business models.
So how can technology vendors be sure that they have an effective and compelling channel strategy in place that attracts and retains the right channel partners? Now there is a quick and easy way for channel chiefs to find out!
Go to and find out how your company rates….

A global IOT player and pioneer in energy management solutions engages the Channel2GO team to grow indirect revenues.

Panoramic Power, ( a member of the Centrica group of companies and a global pioneer in energy management solutions has engaged the Channel2GO ( team to assist their channel executives with the restructuring of the Panoramic Power channel strategy and channel programs, and to develop and implement a channel marketing communications plan. In addition, Channel2GO is partnering with WebInfinity (  to launch an innovative new partner portal for Panoramic Power’s partners and significantly expand its partner base.

As part of this effort, Panoramic Power seeks to fill two junior channel management positions – one for a Jr. channel account manager and a second for a Jr. channel ops manager. Both positions will be based in the company’s New Jersey offices and require some experience in the energy sector. Please contact me at if you know of suitable candidates interested in these positions.

Is IoT the next industrial revolution?

There has never been a lack of hype in the technology industry where we have the tendency to announce the launch of almost every new technology as the solution that will revolutionize entire markets, customer segments, and industries. Thus, it should be no surprise that the emergence of IoT is being labeled the next industrial revolution by some industry pundits.

To what extent IoT (which is such a broad term as to almost be meaningless) will change companies’ business models and the way they do business with channel partners and end user customers remains to be seen but the potential impact is very significant.

At Channel2GO we have spent some time studying the vast amounts of IoT research that have been published and we have had conversations with both large and smaller players in the IoT space, some of whom we hope to count among our clients soon (TBA). We were particularly interested in how IoT effects vendor and partner business models and the way they do business together. The results have been summarized in the PPT deck which we invite you to download. What are your thoughts? We’d love to hear from you.
Download the PPT

Does your company practice data driven channel management?

This is the fifth article in a series titled “five critical questions every channel chief should ask him/herself” and it addresses channel analytics. BI and Analytics are hot topics in practically every industry. Business users recognize that they need to do more with information to make better business decisions. This is certainly the case with channel executives in technology channels of distribution.

But why do we, as channel managers, still lag behind regarding the use of intelligence and data to make informed channel strategy and investment decisions? Continue Reading →

It’s all about Share of Wallet

In our “Five critical channel success factors” series of blogs we last addressed the first of five questions we believe channel chiefs should ask themselves. To refresh your memory, those five critical channel success factors are:

  1. Do I have the right partners in my channel ecosystem?
  2. How does my company rank in my partners’ ecosystem (What is my Share of Wallet)?
  3. Do I offer them a compelling value proposition (profitability, tools, and enablement programs)?
  4. Is my company easy to do business with?
  5. Do we practice data driven channel management?

This blog addresses the important topic of Share of Wallet with your partners, particularly your tier 1 and 2 partners. Share of mind and share of wallet are often hard to measure but they are critical to channel success.


Continue Reading →

Do I have the right partners in my channel ecosystem?

Our previous blog titled “Five Questions every Channel Chief should ask him/herself started off with the title to this subsequent blog as the first question. It’s a good starting point considering that – if you don’t get the answer to this question right – you are going miss your revenue targets and end up with a negative ROCI (Return on Channel Investment). Continue Reading →

A perspective on the slow adoption of VARs to join the ranks of Telecom Agents

One of the more popular goals of channel partner recruitment for traditional telecom company agent programs is the lure of adding large numbers of the estimated 150,000 VARs to the ranks of an industry dominated by somewhere between 5,000 to 10,000 telecom broker agents. With the potential enlargement of the recruitment pool by that large a factor, conventional wisdom says those channel programs and their channel managers will all retire in tropical waterfront mansions and luxury yachts.

But a decade after many have tried, penetration into this group is largely by informal “parking lot programs”, where leads are shared between telecom agents and VARs, mostly as an agent rep to VAR rep level. The VAR business ownership and business itself is not directly engaged. A quick look at most VAR website validates that reality. There are few traditional VARs in the 150,000 who feature relationships with telecommunications service providers on their websites “about” pages where they position their business, or in their “strategic partners” pages.

We know from years of research that indirect channels now account for over 70% of technology purchases, with Hewlett Packard noting earlier this year that 80-85% of their revenue is done with or through the channel, and they claim the involvement of 250,000 channel partners in their extended ecosystem. 1

If anything resembling that penetration shifts to the direct sales dominated telecom services segment, the growth in channel programs would be immense.

Here are a few of the challenges that VARs are concerned about: Continue Reading →

Five critical questions every channel chief should ask him/herself

Managing global channels for a technology business is a tough challenge. Your CEO may be questioning the value of indirect sales channels. Your CFO wants to know why nobody can provide accurate Analytics related to channel spend ROI. The product teams want to know what you have done for them lately. The Regions want more authority over channel programs and finally, channel partners complain about the lack of demand and profitability and how difficult your company is to do business with.

Just another day in the life of a channel chief. Your position represents a difficult balancing act between internal (company) priorities and meeting the demands of channel partners.

In an environment that constantly demands your attention – putting out fires and taking care of real (or imagined) emergencies – it is easy to lose sight of what we often refer to as the “Five Critical Channel Success Factors”. Continue Reading →