News, insights and opinions – the OneGTM blog keeps you up to speed with industry and agency developments, the latest go-to-market thinking and our views on whatever catches our attention.

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24 October 2016

How to build a successful channel strategy in a rapidly changing world

In a rapidly-changing market, IT vendors’ channel strategies are under pressure. In this final article, we look at how vendors can ensure their channel strategy is fit- for-purpose and will continue to deliver the returns needed to stay competitive and profitable.

18 October 2016

How your routes-to-market strategy needs to adapt to reflect the new reality

In our previous article, we looked at the forces of change that are rendering many vendors’ routes-to-market strategies obsolete, including: • The realignments being driven by ‘third platform’ technologies • Cloud’s increasing presence in the mainstream of enterprise IT • The trend ...