“Channel” Is a Business Term, Not a Tech One
Vendors need to broaden their interpretation of the channel and consider all of their route-to-market options....
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14
Aug 2017
Author:Larry Walsh
07
Aug 2017
Living in the Future, Breaking from the Past
If Abraham Lincoln was correct when he said, “The best way to predict your future is to create it,” then more people need to get to the whiteboard – fast – because the future is now. ...
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31
Jul 2017
Reaching New Heights With The 2112 Group Cloud Altimeter
The 2112 Group, Ingram Micro Cloud, and Microsoft have partnered to provide partners with a new tool for understanding their relative competitive standing in the cloud computing market. ...
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25
Jul 2017
Emphasizing the ‘Value Add’ of Partnership
The digital economy is eroding the value of traditional channel incentives. Vendors need to redefine the economic benefits to partners so their channel ecosystems remain viable and productive....
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10
Jul 2017
Transformation Takes Courage
Vendors talk about the need for transformation, but many companies wait too long to make necessary changes to remain competitive and relevant because they lack the courage to take risks....
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26
Jun 2017
10 KPIs Every Channel Chief Should Use
Channel chiefs should define the key performance indicators that measure the operational effectiveness and success factors before someone else defines it for them....
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19
Jun 2017
Amazon is Taking Over the World; Get Used to It
The takeover of Whole Foods by Amazon rattled the retail grocery world, with many predicting legacy supermarkets already lost to the digital behemoth. The tech market is watching wearily as Amazon encroaches on its turf. It’s time to stop fearing Amazon and embrace it. ...
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12
Jun 2017
Futurecasting Channels Starts with Understanding Existing Partners
Everyone knows the IT market is changing, and that will cause changes in the channel’s composition. Plotting the channel’s future state requires understanding the capabilities and capacities of existing partners. ...
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06
Jun 2017
Synnex-Westcon Deal: Consolidation Amid Change
Synnex’s acquisition of Westcon is another example of distributors consolidating to gain economies of scale during a period of mission transformation. ...
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05
Jun 2017
Deal Registration is Dying, And That’s Good
As the flawed system fades away, vendors will need to come up with alternate ways to identify, enable, and reward partners and sales influencers....
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24
May 2017
Plotting the March to the Cloud
Ingram Micro and 2112 launch the Cloud Altimeter Project, an ongoing effort to measure channel transformation and facilitate partner success in the cloud era. ...
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23
May 2017
Scale Matters, but the Channel has Size Limits
Finding that ‘just right’ size for your channel is sure to yield dividends....
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