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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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 ...

14 September 2016

Making imaging more rewarding

To coincide with the Information Capture Conference (ICC) on 12th – 13th September 2016, we have been working with Fujitsu to promote their refreshed Imaging Channel Program and new benefits scheme, Imaging Rewards. Recently we have been developing a number ...

5 September 2016

Why your current routes-to-market may no longer be fit-for-purpose

The pace of change across the technology industry is relentless, and many vendors have failed to adapt their routes-to-market strategies to reflect the shifting landscape. The impact can be lower growth, lost market share and missed opportunities. In this article ...

31 August 2016 | Phil Brown

The virtue of simplicity

Over-complex, fragmented IT infrastructures are seriously damaging the ability of today’s businesses to compete. VersaStack, the leading integrated infrastructure solution from Cisco and IBM, enables businesses to dramatically simplify their IT environment. The Virtue of Simplicity campaign, which OneGTM helped ...

17 August 2016 | Phil Brown

Helping unleash the power of cloud communications

We’re pleased to be working with a number of Broadsoft’s partners to help businesses understand how cloud communications can help them unleash their full potential.

15 July 2016 | Phil Brown

Assessing the value of through-channel marketing automation

Once upon a time, in a technology industry far, far away, vendors did marketing, and channel partners did selling. The vendors generated the demand, resellers fulfilled it. But times have changed. Channel businesses have evolved, and so has the buying landscape.

4 May 2016 | Phil Brown

The challenges of marketing converged solutions

Convergence is an important trend across many areas of the technology industry. Yet taking converged solutions to market presents a distinct set of challenges, which are not always recognised. In this article I look at some of the areas that ...

13 January 2016 | Phil Brown

UK channel appears healthy despite the forces of change

As I’ve written about previously, the ICT channel is currently having to deal with change from multiple directions – the move to cloud, the growing importance of managed services, the continued convergence of technology, changing buying behaviours, increasing concerns over ...

23 December 2015

OneGTM does Brussels!

This year’s Christmas Party certainly did not disappoint. To make a change from our usual London-based festive celebrations, this year we decided to take a day trip to the capital of chocolate, beer and all things yummy. Despite a painfully ...

17 December 2015 | Harry Thomas

Why winning business through the channel means changing the way you play the game

Anybody involved in the marketing and selling of business technology knows that the rules of the game have changed dramatically in the last few years. Traditional push-based marketing is generating decreasing returns. B2B customers now want perspectives and insight, not ...