‘Just One More’ Isn’t a Long-Tail Strategy
Vendors should proceed with caution when going after ‘long-tail’ resellers; they need to seek out the right ones for the right reasons....
Read MoreRead More
06
Sep 2016
Author:Larry Walsh
01
Sep 2016
Partners Want to Sell, and Need Vendors’ Help
Solution providers know that earning certifications, while important, isn’t the key to producing value; vendors need to step up and re-evaluate channel-program requirements....
Read MoreRead More
08
Aug 2016
Tech, Telecom Converge With ScanSource Buying Intelisys
Could this deal be the catalyst that compels IT solution providers and telecommunications companies to come together at long last?...
Read MoreRead More
02
Aug 2016
Automated Services Dominate the Channel
The line of demarcation between managed and cloud services is blurring fast – and is virtually invisible already on solution provider balance sheets....
Read MoreRead More
25
Jul 2016
No Silver Bullets When It Comes to Tech Success
Building an enduring business isn’t about magic formulas; it’s about defining value and consistent execution. In other words: effort....
Read MoreRead More
21
Jul 2016
Microsoft Shows Cloud Revenue Doesn’t Come Easy
Vendor earnings put it on a course for cloud nine. ...
Read MoreRead More
28
Jun 2016
What’s Your Channel IQ?
2112’s new Channel IQ quiz allows you to test your general knowledge of channel functions, operations and partner management....
Read MoreRead More
22
Jun 2016
Trailblazing Specialized Channels
The 2112 Group and Baptie & Co. have partnered to define and expand the evolution of niche and emerging channels with a new research project that culminates in the new Specialized Channel Focus conference....
Read MoreRead More
15
Jun 2016
Unaligned Is the New Black in Partners
More solution providers and resellers are forgoing vendor loyalty in favor of independence based on their own technical prowess and business savvy. What they lack in loyalty, they make up for in influence. ...
Read MoreRead More
13
Jun 2016
Symantec Leaps Forward with Blue Coat Acquisition
Just months after divesting of storage management software specialist Veritas, Symantec is doubling down on its security business by buying Blue Coat, which brings revenue, customers, and hardware....
Read MoreRead More
07
Jun 2016
Solving the Recurring-Revenue Conundrum
Vendors looking to build a business model based on recurring revenue walk a fine line: Cultivate performers without disenfranchising the rest....
Read MoreRead More
31
May 2016
Dealing with Declining Hardware Value
‘Box-pushing’ continues to be a losing proposition for vendors and their channel partners. Find out how solution providers can adjust their focus from hardware to services....
Read MoreRead More