Big Data promises to transform business decision-making for the better. Yet solution providers and end users say the technology and support processes are largely immature. Vendors need to rethink their Big Data strategies to get to the promised big outcome. ...
Read MoreRead MoreTechnology stalwarts continue to stand strong; hot security technologies don’t gain vendors entrance to coveted top spots....
Read MoreRead MoreVendors like to talk about joint business planning with partners, but solution providers say vendors often fail to follow through on their obligations. Success is a combination of planning and commitment to reaching goals. ...
Read MoreRead MoreThe government is eliminating purchasing exceptions with its new standard. Such notions may seem economical but run the risk of driving out innovation and true value. It’s a dangerous standard for everyone who may consider it. ...
Read MoreRead MoreThe IoT trend is for real, but applications, not hardware, live at its core, opening the way to a ‘brave new world’ of rich data and actionable intelligence....
Read MoreRead MoreTesla wants to bypass auto dealers and sell its ‘green’ cars direct, but Dell and others offer ample proof that the channel is needed, no matter the industry....
Read MoreRead MoreVendors often see positive returns from partners as a good indicator of value. But they need to look at how much partners give back without consuming costly resources. Contributing partners have greater value, and there’s a way to quantify who they are. ...
Read MoreRead MoreMicrosoft giving away unlimited cloud storage and the ongoing cloud pricing wars are doing a disservice to the industry by telling customers that these products and services have no value. ...
Read MoreRead MoreCloud vendors still need channel partners to boost sales, cut costs, educate customers, and support their offerings....
Read MoreRead MoreWe often hear about channel consolidation, but consolidation is happening at the vendor level, too, and it’s mostly a result of the shift from conventional products to services-based offerings....
Read MoreRead MoreGrowth planning is more than just thinking about selling more. It’s about recalibrating product and revenue mixes, making adjustments and moving the business higher. ...
Read MoreRead MoreMany vendors tout their commitment to the indirect sales model and even go so far as to say they’re 100 percent channel. It’s a nice sentiment, but nowhere near reality....
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