2021 Group Benefits: Continuing Rise of Benefits Admin Platforms-as-a-Channel

A massively fragmented Benefits Administration (BenAdmin), HR, Payroll, Carrier, and PEO drives more frustration than a utility for many. Carriers and brokers will have to start thinking and acting much more like technology marketers and systems integrators moving forward in the benefits admin platform-as-a-channel inevitable future.

Driving XaaS Channel Transformation

A successful Cloud/XaaS offering requires a robust channel strategy and an engaged partner audience. Get 4 critical priorities for tech leaders as they drive XaaS channel transformation, along with pressing challenges and go-forward actions.

Measuring Marketing’s Effectiveness in 2021

Uncertainties Around Marketing’s ROI Measuring marketing’s effectiveness remains a CMO’s top priority in 2021. Unlike almost every other part of operating a business, measuring return on marketing remains frustratingly squishy. The simple reasoning for this is that marketing professionals work with prospects and customers who are not totally “known”. For all the attempts to make […]

Prioritizing and Penetrating New Growth Pathways

Creating highly systematic and repeatable growth pathways to new revenue is difficult. Download our framework for a 3-step approach to successfully paving new growth pathways and get a checklist of 5 to-do’s.

Partners in Peril: 5 Strategies for Channel Adaptation

In 2019, Forrester stated that the indirect channel was transformed more in the previous 18 months than the almost 40 years preceding – combined.  And according to a recent Accenture survey of channel professionals, 76% think the channel will be unrecognizable in the next 5 years. We have identified 5 key actions channel leaders must consider now to ensure the health and success of their partner ecosystems in the coming years…

Winning in The Platform-as-a-Channel Ecosystem

Commonly known as “marketplaces” or e-commerce sites, increasingly these online buying sites are looking more like “Platforms-as-a-Channel” to vendors. Both B2C and B2B buyers are rapidly adopting multi-vendor platforms for access to broad offerings, frictionless buying experiences, easy payment/financial options, and personalized product recommendations. In this guide we help senior executives understand and strategize a plan for success around this new marketplace model.

Leveraging Channel Partners as Your Frontline to Sales Agility

As the technology industry landscape continues to shift towards XaaS recurring revenue models, the role of the channel is changing dramatically and forcing a new model for the vendor-partner relationship. While there are clear financial benefits of the recurring revenue transition, the underlying driver is the dramatic increase in customer control over the buying process. […]

Platform-as-a-Channel: A New Model Disrupting the Channel Partner Ecosystem

The partner channel model hadn’t changed much until a few years ago. Most groceries and consumer goods traveled through supermarkets; most cars were sold through dealers, and most manufacturing items were sold through distributors. These traditional channel models have some combination of nine traits in common, depending on the industry. Typically, for a partner to meet the definition of a “traditional”…

The Retail Revolution: 5 Ways to Adapt, Survive, and Thrive

With the rise of e-commerce and the decline of the shopping mall, the last two decades have seen massive shifts in the world of retail. Consumers are migrating online and demanding more from their purchases: lower prices, faster shipping, sustainable practices. Amazon looms large and threatens players at every stage of the supply chain as […]

The Key to Channel Engagement: Help Your Partners Help Themselves

It’s a new era in channel engagement. If you are a company that relies on a third party to sell and support your products and services, then you have noticed that your world has changed, and…you are not alone! Your partners face the same challenges as you. Your customers are spending more and more – […]