In March 2010 I wrote a piece for our blog about co-op marketing funds and the difficulties that companies can have juggling a variety of schemes. I had a bit of fun writing it under the headline ‘Use it, or lose it!’ which not only brought back fond memories of my rugby playing days but [...]

I have been involved in IT for a long time and have seen the IT industry develop to become channel centric with the rise of large Pan European Value Added Distributors, Premier Partners and more recently ISVs. As part of its development the IT industry vendors introduced co-op marketing funds designed to provide their channel [...]

Throughout a large chunk of my formative years this was a loud command commonly heard from a referee on a rugby field – the state of play had reached a certain point and you, as the attacking side, had to make use of the ball or the ref would be obliged to blow up and [...]