Channel Partner Relationships at Forefront of Corporate Strategy for Technology Industry

WASHINGTON, D.C. – (June 3, 2010) – Business partners play an important role in a company’s distribution and go-to-market strategy in every industry, and no industry relies on partnership channels more than the high-tech sector. GyroHSR’s channel marketing practice is hosting a free webcast providing greater insight into the changing role of channel marketing in the technology industry.

A recent research report from IPED Channel Research on the financial conditions of IT solution providers found that partners have been significantly impacted by the recession. In fact, IPED predicts that 10 percent to 15 percent of the channel will likely churn over the next 12 to 18 months.

“There has been a fundamental shift in the relationship between manufacturers and partners,” said Scott Gillum, SVP and channel marketing practice leader, GyroHSR. “Cleary partners need help growing their business again. This is an opportunity for manufacturers to get more involved in helping partners’ sales and marketing efforts, reshaping the nature of their relationships.”

The first of a series of free Channel Insight webcasts is scheduled June 16 at noon Eastern time and includes a presentation and discussion of channel marketing in the technology industry. The webcast plans to provide insight into why the partner marketing model is evolving, the new model that is emerging, how business leaders are adopting it, and what business partners can do to start the transition.

Following webcast registration, participants can gain access to the first Channel Insight white paper, further detailing the changing role of channel marketing and how best-in-class companies are responding to this change, adopting new practices and putting forth a new attitude that can lead to partner success.

Gillum is the co-host of the event. Bob Ray, president of the GyroHSR San Francisco office, joins Gillum in delivering the webcast. Gillum is an award-winning and internationally recognized expert in the field of channel marketing. Ray is a seasoned professional in the high-tech industry leading worldwide marketing efforts at organizations including Enterasys Networks, Williams Communications and Nortel. He currently works with clients such as Adobe, VMware, Océ, Savvis and others.

To register for the live webcast and to receive a copy of the first Channel Insight white paper, please visit