Vendors: Invest more in channel sales and less in operations, study says

October 6th, 2008 by Rivka Little If you’ve ever felt like the last thing you need from a vendor is yet another channel web portal, and what you’d really rather have is a darn good lead, you’re probably not alone. A new report is attempting to make your point. According to a survey of more than 1,000 channel leaders, jointly conducted by consultancies BlueRoads and SiriusDecisions, companies that invest in sales strategies like deal registration or lead generation report stronger sales growth than companies that invest in tactical or operational functions like web forums and portals. Sixty-two percent of executives who said they focused on sales effectiveness reported an increase in revenue in 2008, while only 40% of those who said they focused on efficiency programs reported the same. “The Channel Survey: 2009 Priorities”... [read full story]