White Papers & Articles

White Papers – Software, Hardware, Sales & Marketing Articles

Below are several white papers and articles reviewed and recommended by Chanimal (many contributed by industry peers and experts- PDF format). If you want to create white papers, then go to the Marcom/White Papers section.

White Papers

Channel

• Whitepaper Channel Cloud Computing – Vol1 (PDF). Why cloud computing is important to resellers, changing channel landscapes. Written by Ian Moyse, well-known channel maven, 25 years channel experience, European Channel Personality of the Year for 2011. Excellent 4 part series on SaaS channels.
• Whitepaper Channel Cloud Computing – Vol2 (PDF). What you should look for in a cloud vendor partnership. Written by Ian Moyse.
• Whitepaper Channel Cloud Computing – Vol3 (PDF). New channel business model, sales compensation, services & delivery models and metrics. Written by Ian Moyse.
• WhitepaperChannel Cloud Computing – Vol4 (PDF). How to transition to cloud channels, selling hosted services. Written by Ian Moyse.

Articles

Channel

• Forrester 10 Most Innovative Partner_Channel_Co-Marketing Tactics. (PDF). Forrester Research. By Johathan Silber.
• The Disconnect Between the SaaS C-Suite and the Channel Development Teams. Article in Software Executive Magazine from Dina Moskowitz and Ted Finch.
• What Should You Look for When Hiring a new Channel Sales Person. A survey that showed what employers are looking for. However, at Chanimal–we’ve helped hire hundreds of channel sales and marketing managers and would not use these criteria at all (these are too fluffy–we look for specifics that show drive, competitive attitude, technical capability, marketing (if channel marketing role), and most of all–passion). Interesting read though.

Resources for White Papers

• Sample White Papers. See how white paper are created along with “persuasive” samples.