The Channel Population Is Getting Bigger
Several vendors have recently asked 2112 about the total size of the channel. The only answer: It’s big and getting bigger....
21
May 2018
Author:Larry Walsh
14
May 2018
Managed Services Are Strong, but Could Be Much Stronger
Once vendors stop playing catch-up and solution providers approach managed services strategically, not opportunistically, the full potential of the recurring revenue model can be realized....
07
May 2018
7 Open Secrets of the Channel’s Long Tail
The channel has a love-hate relationship with the long tail, mostly because of misconceptions about the composition and dynamics of low-performing partners. Here are 7 common misconceptions or overlooked facts about the channel’s long tail. ...
30
Apr 2018
Gamification Is Coming to the Channel, and It’s Overdue
Many vendors are looking to rate their partners based on points earned in their programs. This kind of gamification and transparency is long overdue in the channel and could provide the added incentive to spur greater partner investment....
23
Apr 2018
‘The Amazon Effect’ Is Coming to the Channel
Automated digital sales – selling through marketplaces like Amazon, for example – will soon become a major source of indirect revenue for technology vendors. Now is the time for vendors to start preparing for this inevitable shift in selling....
16
Apr 2018
Vendors Adopting Digital Sales Face a First-Mover Disadvantage
Marketplaces and e-commerce are opening potentially lucrative sales channels for vendors. But automated digital sales channels don’t come without risks, and some vendors may find themselves initially at a disadvantage. ...
02
Apr 2018
With Renewals, It’s Probably a Good Idea to Pay the Partner
Vendors often question the reason for compensating partners on renewals. The truth: When not appropriately compensated, partners have many options that aren’t in favor of the vendor....
26
Mar 2018
Higher Share of Wallet Isn’t Necessarily Healthy for Partners
If vendors look beyond self-serving data points, and partners protect themselves through ‘diversification,’ channel relationships would be much healthier overall....
19
Mar 2018
Cost Is the Missing Element in Partner Assessment
Vendors seek more data about partners to determine their relative value. What’s often overlooked in this equation is the cost of working with a partner and how it impacts profitability. ...
12
Mar 2018
5 Positive Channel Trends for 2018
The market is full of bad news and talk of challenges ahead. In reality, 2112’s research finds ample reason for optimism among vendors and partners alike. Here are five positive trends happening in the channel this year....
05
Mar 2018
Two Realities: Truth and Fact (and They’re Not the Same)
As an industry, we need to freely share new facts and stop clinging to accepted truths....
26
Feb 2018
2112 Research: Vendors Want More Partners, Dead Weight
According to the 2112 Channel Chief Outlook report, the majority of channel chiefs are planning to expand the number of channel partners in their programs. They’ll likely hang on to underperforming partners too....