The Growing Influence and Value of ISVs
For today’s vendor, partnering with ISVs means expanding market reach and increasing the likelihood of satisfying customer needs....
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08
Jan 2018
Author:Larry Walsh
02
Jan 2018
Obstacles and Courage in 2018
The emerging technology and market opportunities are relatively clear. The bigger problem technology companies will face in 2018 is overcoming the challenges that prevent them from capitalizing on high-value trends. ...
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11
Dec 2017
Behind the Scenes on Hillary Clinton’s E-Mails, Death Threats, and Fake News
Managing servers is relatively routine for most solution providers – unless your client is Hillary Clinton and it’s the middle of the most contentious presidential campaign in generations. Hear how Platte River Networks found itself in the maelstrom of a national scandal and the impact...
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04
Dec 2017
Vendors Must Help Partners Differentiate
Establishing a value proposition that sets oneself apart from competitors is the key to cloud success....
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13
Nov 2017
Vendors Need an Outside-In Approach to Channel Programs
Too often, vendors build programs solely to service their own needs. They need to take more consideration of what partners need and partner business models to drive better channel results....
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30
Oct 2017
Stop Bragging About How Many Partners You Have
It’s an old maxim that still holds true today: quality, not quantity. Vendors should stop counting channel partners and start celebrating the high performers....
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23
Oct 2017
Channel Programs Aren’t Ecosystems, They’re Planetary Systems
An astronomy analogy is quite appropriate when discussing vendor-partner relationships; think of vendors as stars that need to maintain just-right conditions to keep partners in their orbit....
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02
Oct 2017
Vendors Shouldn’t Gloss Over Partners’ Relative Value
Not being candid – telling partners they’re worth more than they are – is a disservice to everyone in the value chain....
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18
Sep 2017
The Debate Over Fleecing and Fair Market Value
Is there a fine line between taking what you can get and taking advantage? When you consider the importance of a “delightful” customer experience, maybe the line isn’t so fine after all....
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12
Sep 2017
Tesla’s Software Update Reveals Shape of New Economy
Under the ever-more-popular consumption-based model, paying to unleash software features and functionality is the norm....
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05
Sep 2017
Stop Leading with Product and Deliver Better Outcomes
Technology is a tool, just like a hammer or a wrench. Skill lies in the wielder of the tool, value in what gets built....
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21
Aug 2017
Define Your KPIs Before Someone Does It for You
Getting out in front of success measures minimizes the potential of having others misinterpret channel value. ...
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