Increasingly, organizations are distancing themselves from software and implementation vendors during their business application software (ERP/CRM) selection processes in an effort to maintain (the illusion) of control; an approach that more often than not increases, rather than decreases, project risk.

There is a mistaken belief within procurement circles that Continue Reading…

The start of a new decade is always a good time to reflect on where you’re at, and where you’re headed. This is doubly true for business software VARs these days. The last decade saw a lot of change in the business; the next will surely see even more.

Fundamentally, what seems clear is that the future will favor those who manage to dominate the markets they serve, whatever or wherever they may be. Bigger will indeed be better, so long as it doesn’t come at the expense of efficiency and profitability. Consolidation seems all but inevitable. Continue Reading…

Marketing is something everyone wants, but no one wants to pay for. While most partners see the value in getting their message out, few see the value in building a strategic marketing plan, complete with repetition and prospect nurturing. A lack of marketing directly correlates to a lack of sales opportunities. To fill your pipeline and drive revenues, avoid these common partner mistakes:

1) The Partner Thinks marketing is done, based on need.

Statistics show that once you stop your marketing engine, it will typically take you 8 to 10 months to start it back up again. A well-oiled marketing machine consistently and constantly trickles out a steady stream of prospects that are interested in talking with your company. Continue Reading…

As 2010 gets off to a roaring start (well at least compared to the anemic start of 2009) it is time for all good business applications partners to evaluate what knobs need adjusting to “trim out” their performance for this year.  I think it is fair to say we are off the bottom of the worst recession in years, but it would be overstated to say we are going to return to 2007 growth rates anytime soon.

So with that in mind it means that cash to fund growth must be extracted from ongoing operations, and this is the place to look.  Let me first say that having covered the world last year for Microsoft we can clearly identify the top three issues that are plaguing partners bottom line today. They are: Continue Reading…

It’s been a great year over a Salesworks, and lucky for us our lease is up! We’ve grown and changed our ways, so we need a bigger, better, more functional space to contain all the energy and creativity we’ve got racing around. So much so, we’re actually moving over the holidays!

As of December 21, 2009 our new bigger, brighter, better office will be located in the heart of funky Yaletown, feeding our minds and our bodies!

Our new address is:

#230 – 1122 Mainland Street,
Vancouver, B.C.
V6B 5L1

Please be sure to update your contact details!

With 2009 quickly coming to an end, your friends at Salesworks wanted to remind you Continue Reading…

Due to Internet difficulties we weren’t able to share a few examples with you during our session at Directions 2009 Friday morning. As promised, we’ve posted them to our blog. Continue Reading…

To supplement our discussion at Directions 2009 we’ve posted some additional insight into the most common mistakes Partners make in regards to Google AdWords. Continue Reading…

Many traditional marketing directors & coordinators are just starting to dip their feet into online analytics. They have Google Analytics or Omniture setup and check their stats from time to time, but are they really understanding the metrics that are in front of them? More importantly, are they efficiently utilizing their website’s analytics to improve their campaigns results and reduce their client acquisition costs?

Website analytics are a marketers dream. We invest some money, check the results, reconstruct the campaign and then try it again, constantly refining the outcome. In contrast to traditional marketing, online marketing analytics provides a fine level of control on the results you are generating.

You can make a big impact in the success of your companies website, even if you only spend a few hours a week reviewing your website’s analytics. (Not to be confused with spending just 4 hours a week on your entire online marketing strategy!) Let’s take a peak at some key metrics and Google Analytics tips. Continue Reading…

Search engines have evolved to use hundreds of different indicators on a website to determine what, where, and when a website will be listed in search results.

Google’s Matt Cutts announced recently that the META attribute “Keyword” is not factored into their search engine ranking algorithm at all. This doesn’t come as a shock to SEO professionals who have discounted the META keyword attribute’s value years ago, but rather an acknowledgment that search engines have progressed to the point where any “easy” manual manipulation of a website’s search engine ranking is a distant past.

What about the other Search Engines?

There is evidence that other engines Continue Reading…