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....
If vendors look beyond self-serving data points, and partners protect themselves through ‘diversification,’ channel relationships would be much healthier overall....
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. ...
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....
As an industry, we need to freely share new facts and stop clinging to accepted truths....
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....
Vendors shouldn’t presume they must work with channel partners; they need to define why they need partners and why partners need them. These six questions can shape channel necessity and strategy....
The U.S. had 6 million unfilled tech jobs last year, many of them among IT resellers and service providers. Competition between vendors and partners makes filling those jobs more difficult....
Vendors are increasingly concerned that partners aren’t evolving to meet future market needs. The concern is real, but the responsibility to transform partners is not the vendors’. ...
Customers may force vendors to sell through a preferred supplier, creating an uncomfortable and seemingly valueless temporary relationship. However, compulsory partners are opportunities to expand sales after the initial shotgun deal....
Vendors and service providers selling into the channel often wonder why they hit strong resistance even when they demonstrate high ROI potential. The simple answer: Most partners are risk-averse. ...
For today’s vendor, partnering with ISVs means expanding market reach and increasing the likelihood of satisfying customer needs....