Shifting Economic Conditions Prompt Channel Chiefs to Adjust Partner Strategies
Channelnomics’ 2023 Channel Forecast report highlights the latest in partnering dynamics....
Read MoreRead MoreChannelnomics’ 2023 Channel Forecast report highlights the latest in partnering dynamics....
Read MoreRead MoreThere are lots of ways to improve decision-making — among them, getting all the necessary data, avoiding ‘false dilemmas,’ and recognizing decision fatigue....
Read MoreRead MoreRegulators resurfacing the Robinson-Patman fair pricing regulation could cause significant headaches for channel program managers that must ensure equity in their partner relationship structures and...
Read MoreRead MoreKarl Soderlund, senior vice president of North America ecosystems at Palo Alto Networks, joins Larry Walsh to talk about what it takes for channel leadership...
Read MoreRead MoreSteep economic challenges will strain all businesses — including technology vendors and solution providers — necessitating a rethinking of operational priorities and value propositions. ...
Read MoreRead MoreA look at the lessons we took from 2022 that will prepare the channel to survive and thrive in 2023....
Read MoreRead MoreCheryl Cook, senior vice president of global channel marketing, joins Changing Channels to discuss the evolving art of effective channel marketing and how to stay...
Read MoreRead MoreCheryl Cook, senior vice president of global channel marketing, joins Changing Channels to discuss the evolving art of effective channel marketing and how to stay...
Read MoreRead MoreDan Tomaszewski, executive vice president of channels at Kaseya, joins Larry Walsh to talk about what it takes to enable managed service providers for success...
Read MoreRead MoreEric Buck, director of commercial partners and global distribution at Google Cloud, joins Larry Walsh to talk about the role two-tier distribution models and distributors...
Read MoreRead MoreTodd Palmer, senior vice president of global partner sales at Tanium, joins Larry Walsh to talk about the mythical “right partners” that vendors always seek...
Read MoreRead MoreLou Serlenga, chief revenue officer at Nile, joins Larry Walsh to talk about the launch of a new Network-as-a-Service company that’s leveraging channel partnerships to...
Read MoreRead MoreBy Channelnomics Picture this: Somebody from the finance department approaches you, tells you that there’s some belt-tightening in the works, and passes along a mandate from...
Read MoreRead MoreT.C. Doyle, vice president of strategic content at Channelnomics, joins Changing Channels host Larry Walsh to discuss the challenges all vendors face in transitioning from...
Read MoreRead MoreThe Channelnomics Brainstorm program ensures that channel professionals are never alone in solving problems and exploring new ideas. ...
Read MoreRead MoreJustin Crotty, senior vice president of channels at Netenrich, joins Channelnomics Changing Channels host Larry Walsh to discuss how data and device telemetry is transforming...
Read MoreRead MoreLarry Walsh, chief analyst at Channelnomics, discusses the performance challenges that channel chiefs face, explaining that they’re rooted in a fundamental misunderstanding of partner business...
Read MoreRead MoreIngram Micro Cloud’s John Dusett joins Changing Channels host Larry Walsh to discuss new cloud research — conducted by Channelnomics and supported by Ingram Micro...
Read MoreRead MoreTeamViewer’s Patty Nagle and Rob Thiele join Changing Channel’s Larry Walsh to discuss how they’re revamping their channel program to accelerate the company’s evolution into...
Read MoreRead MoreLarry Walsh talks to Hitachi Vantara Senior Vice President of Strategic Partners and Alliances Kim King on automating quoting for partners to ensure fast, easy...
Read MoreRead MoreLarry Walsh talks to Hitachi Vantara Senior Vice President of Strategic Partners and Alliances Kim King on automating quoting for partners to ensure fast, easy...
Read MoreRead MoreLarry Walsh talks with Acronis CEO Patrick Pulvermueller about the impact the war in Ukraine is having on the technology market and channel, efforts made...
Read MoreRead MoreThe new Microsoft Cloud Partner Program will radically change how the vendor works with solution providers, likely reducing the companies in its channel ranks....
Read MoreRead MoreLarry Walsh talks to monday.com Senior Channel Partner Manager Sarit Chalamish about how vendors can step outside of their comfort zone and embrace creative business...
Read MoreRead MoreThe situation in Ukraine is waking people to the prospects of what was thought impossible; now is the time to start getting comfortable planning for...
Read MoreRead MoreNew Channelnomics Channel Forecast Study examines impacts of customer churn and more...
Read MoreRead MoreThe list of tech companies leaving Russia is growing by the day. Here’s the latest. ...
Read MoreRead MoreMichelle Hodges, vice president of worldwide channels at GitLab, joins host Larry Walsh to discuss how channel executives can develop better relationships with board members...
Read MoreRead MoreThe Russian invasion of Ukraine raised the prospects of a major war and global instability to levels not seen in decades; the unfolding events will...
Read MoreRead MoreRob Rae, senior vice president of Datto, joins Channelnomics’ Changing Channels host Larry Walsh to discuss why vendors often struggle when building service channels and...
Read MoreRead MoreThe pandemic economy created unnatural growth and spikes for many vendors, creating a hangover effect that challenges performance and growth. The solution? Get boring. ...
Read MoreRead MoreCraig Crescas, Cloud Solution Architect at Microsoft, and Mathew Batterbee, Global Head of Business Applications at Ingram Micro Cloud, join Changing Channels host Larry Walsh...
Read MoreRead MoreInsights to help you navigate these confounding times ...
Read MoreRead MoreTed Schuman, founder and CEO of PlanetOne, joins Channelnomics’ Changing Channels host Larry Walsh to discuss how vendors can better leverage data to improve customer...
Read MoreRead MoreFor tech companies, the time to step up regarding sustainability is now. Doing so means including your entire supply chain. ...
Read MoreRead MoreJust because the new year isn’t off to a ‘transformative’ start doesn’t mean it can’t be one of your most productive periods....
Read MoreRead MoreLouise McEvoy, vice president of U.S. channels at Trend Micro, joins Channelnomics Changing Channels host Larry Walsh to discuss how channel professionals can change their...
Read MoreRead MoreVendors and channel pros may look to pundits for the wisdom to change, but they should never ignore the basic components of partner programs and...
Read MoreRead MoreChanging Channels host Larry Walsh recounts the highlights of 26 episodes with some of our top guests and industry luminaries. Many people in the world...
Read MoreRead MoreNick Tidd, vice president of global channel sales at Poly, joins Channelnomics’ Changing Channels host Larry Walsh to discuss how vendors can better meet customers’...
Read MoreRead MoreSandeep Gupta, Lead of Strategic Partnerships at Google Cloud, joins Channelnomics Changing Channels host Larry Walsh to discuss how Google Workspace can help ensure productivity...
Read MoreRead MoreChannelnomics’ Larry Walsh discusses the debate around the true value of the channel’s long tail and explains some of the misconceptions about this cadre of...
Read MoreRead MoreDenzil Samuels, vice president of the global CX Partner Practice at Cisco, joins Channelnomics Changing Channels host Larry Walsh to discuss how vendors can enable...
Read MoreRead MoreVendors need to rethink their value propositions if they believe their products are only a tiny part of a partner’s sales package....
Read MoreRead MoreWendy Thomas, CEO and President at Secureworks, joins Larry Walsh to talk about how to best enable cybersecurity for human progress and how partners...
Read MoreRead MoreWendy Thomas, CEO of Secureworks, joins Channelnomics’s Changing Channels host Larry Walsh to discuss how security services are instrumental in helping businesses keep up with...
Read MoreRead MoreAs cost pressures mount, vendors are looking for places in their go-to-market chain to reduce expenses and preserve margins. Channels are an obvious target for...
Read MoreRead MoreMark Stiving, chief pricing educator at Impact Pricing, joins Channelnomics’ Changing Channels host Larry Walsh to talk about pricing, discounting, and channel sales strategies. ...
Read MoreRead MoreRising prices will likely have a ripple effect through the channel, necessitating adjustments in strategies, programs, and partner relationships. ...
Read MoreRead MoreChannelnomics and Ingram Micro Cloud, with the support of Microsoft and Google Workspace, unveil the 2021 State of the U.S. Cloud Channel report, the fourth...
Read MoreRead MoreChristian Alvarez, senior vice president of worldwide channel sales and all routes to market at Nutanix, joins Channelnomics’ Changing Channels host Larry Walsh to talk...
Read MoreRead MoreThey say it takes money to make money. One of the ways vendors use money to make money is through the enablement of their partners....
Read MoreRead MoreBill Cate, vice president of marketing and channels at Zebra Technologies, joins Channelnomics’ Changing Channels host Larry Walsh to discuss the role of non-transacting partners...
Read MoreRead MoreLaurie Mitchell, vice president of partner and international marketing at Wasabi Technologies, joins Channelnomics’ Changing Channels host Larry Walsh to discuss how a midstage technology...
Read MoreRead MoreAndy Martin, vice president of global partner sales at Pure Storage, joins Channelnomics’ Changing Channels host Larry Walsh to discuss the challenges and rewards of...
Read MoreRead MoreHeather K. Margolis, the founder of Channel Maven and Spark My Channel, joins Channelnomics’ Changing Channels host Larry Walsh to discuss how marketing to and...
Read MoreRead MoreExec joins Channelnomics’ Changing Channels host Larry Walsh to discuss Microsoft’s innovative co-sell program, which drives independent software vendor products that complement the Azure cloud....
Read MoreRead MoreRenee Bergeron joins Channelnomics’ Changing Channels host Larry Walsh to discuss how innovative marketplace models are providing new avenues to market for technology vendors and...
Read MoreRead MoreFrank Cespedes joins Channelnomics’ Changing Channels host Larry Walsh to talk about effective sales and channel strategies in the post-pandemic economy. ...
Read MoreRead MoreLori Cornmesser joins Channelnomics’ Changing Channels host Larry Walsh to talk about what it’s like for a channel chief to start over in a new...
Read MoreRead MoreVendors say the value distribution brings to the go-to-market equation is waning, but the reality is far more nuanced....
Read MoreRead MoreChannelnomics’ Larry Walsh responds to the perception that distribution is declining in value to vendors’ go-to-market equation and channel programs. ...
Read MoreRead MoreThe $100 million fund is more about research and development as the collaboration platform face slowing growth, increased competition....
Read MoreRead MoreJoe Sykora joins Channelnomics’ Changing Channels host Larry Walsh to talk about strategies and tactics for instilling in partners the imperative of selling persistently and...
Read MoreRead MoreChannelnomics’ new report shows how the channel is planning for the post-pandemic economy....
Read MoreRead MoreMary Beth Walker joins Channelnomics’ Changing Channels host Larry Walsh to discuss how HP’s new Amplify program is leveraging data shared by partners to improve...
Read MoreRead MoreThe pandemic showed that selling through inside and virtual sales works. The question is whether to increase capacity even if it conflicts with channel partners....
Read MoreRead MoreThe real story isn’t distribution consolidation; it’s evolving capabilities and value propositions ...
Read MoreRead MoreFrank Rauch joins Channelnomics’ Changing Channels host Larry Walsh to discuss best practices for gaining top-down support from corporate executive leadership for channel strategies and...
Read MoreRead MoreChad Cardenas of TSG joins Channelnomics’ Changing Channels host Larry Walsh to discuss his model for getting partners to put skin in the game of...
Read MoreRead MoreMeaghan Sullivan, Global Vice President of Partner Marketing & Mid-Market at SAP, joins Changing Channels to talk about Rising Up to Marketing Transformation....
Read MoreRead MorePandemic fuels transformation and adjusted expectations, according to 2021 Channel Chief Outlook report...
Read MoreRead MorePartners say they’re already delivering quality as a value proposition; they need help mitigating risks to enable growth....
Read MoreRead MoreThe name change reflects the evolution of our mission and services to our valued clients. ...
Read MoreRead MorePartners say they’re already delivering quality as a value proposition; they need help mitigating risks to enable growth....
Read MoreRead MorePartner training and enablement are essential, but vendors need to do better in defining and measuring the true value of these programs. ...
Read MoreRead MoreMaking training available to everyone will cultivate a strong, capable labor pool while showing empthy to partners and their families. ...
Read MoreRead MoreTom Peters, the author of several best-selling books, including “In Search of Excellence,” joins Pod2112 to talk about the need for Extreme Humanization....
Read MoreRead MoreVendors should make account protection an earned reward, not a guarantee...
Read MoreRead MoreAs disease and technology conspire to keep people separated, the local channel has the potential to bring vendors, partners, and customers closer together. ...
Read MoreRead MoreJoseph Landes, Chief Revenue Officer at Nerdio, joins POD2112 to discuss getting more MSPs into cloud services....
Read MoreRead MoreTiffani Bova, global customer growth and innovation evangelist at Salesforce, joins POD2112 to talk about the changing nature of sales and growth during and after...
Read MoreRead MoreMany resellers and service providers don’t have the cash reserves to weather a prolonged economic downturn, revealing how finances are just as important as technical...
Read MoreRead MoreFred Voccola, CEO of managed service tool provider Kaseya, says MSPs are resilient to economic downturns, but he cautions that the world is experiencing depression-like...
Read MoreRead MoreVendors need more than just collaboration platforms; they need insights and strategies to make the tools more effective....
Read MoreRead MoreSolarWinds’ Tim Brown, vice president of security architecture, joins POD2112 to discuss the security implications of work-from-home and how MSPs are coping with this surge...
Read MoreRead MoreKarl Fahrbach, chief partner officer at SAP, joins POD2112 to discuss the customer-centric model, how it applies to channels, and why it’s important even as...
Read MoreRead MoreAs economic conditions get tougher, vendors should look at investing in the COVID-19 recovery in the second half of the year....
Read MoreRead MoreMitigation measures are revealing providers’ strengths, weaknesses, and opportunities. IT By Design CEO Sunny Kaila joins POD2112 to discuss how MSPs are coping with COVID-19’s fallout. ...
Read MoreRead MoreOur exclusive survey finds channel executives are responding to the immediate and long-term ramifications of the pandemic’s disruptions. ...
Read MoreRead MoreLong-term nontransferable licenses are imposing undue risk on partners that can sell only short-term contracts to their customers....
Read MoreRead MoreMeaghan Sullivan, head of global partner marketing and SME at SAP. joins POD2112 to share what’s happening on the channel marketing front lines and how...
Read MoreRead MorePrecautions to stop the virus’s spread will cause short-term disruptions and long-term changes to the way vendors go to market....
Read MoreRead MoreFrank Vitagliano, CEO, Global Technology Distribution Council, joins POD2112 to discuss the evolving value of distribution and how distributors will remain relevant in the service...
Read MoreRead MoreOne in four channel chiefs struggle to demonstrate the value of their partner programs to senior executives; a large part of that challenge is getting...
Read MoreRead MoreCoreKinect CEO and co-founder Assar Badri and president and chief strategist John Horn join Pod2112’s Larry Walsh to discuss the smarter way to design and...
Read MoreRead MoreThe annual 2112 Channel Chief Outlook report finds vendors are turning back to resellers as they look to partners to resell services....
Read MoreRead MoreJason Bystrak, vice president of the cloud business unit at D&H, joins POD2112 to discuss the massive channel opportunity in XaaS and how vendors and...
Read MoreRead MoreIf channel professionals want to prepare for future market conditions, they must start leaving their past behind....
Read MoreRead MoreBill Lipsin, Vice President of Global Channel Sales at Cohesity, joins POD2112 to discuss returning to the channel chief’s chair and the experience of building...
Read MoreRead MoreMany vendors’ management and investors fail to see the value contributed by partners; taking partners out of the equation can help them see more clearly....
Read MoreRead MoreNeal Bradbury, vice president of MSP Strategic Partnerships at Barracuda MSP, joins POD2112 to share guiding principles that all vendors can apply in their go-to-market...
Read MoreRead MoreHere are four lessons vendors and channel chiefs can reflect upon while thinking of their strategies for 2020 and beyond....
Read MoreRead MoreChris Lamborn, head of worldwide partner go-to-market and programs at NetApp, joins POD2112 to explain the strategy and potential benefits of partner profitability independence....
Read MoreRead MoreNew 2112 research finds that defined missions and formal structures make referral programs more consistent and valuable to vendors and partners....
Read MoreRead MoreStephanie Dismore, managing director of HP’s newly created North America market, joins POD2112 to talk about the changes and what it takes to reshape a...
Read MoreRead MoreBill Vander Vennet, national referral program director at TBI, joins POD2112 to talk about the value and power of referral programs for everyone in the...
Read MoreRead MoreChannel partners have many shortcomings and problems, but value to vendors and their go-to-market strategies isn’t among them. ...
Read MoreRead MoreNina Harding, Google’s global chief of partner strategy and programs, joins POD2112 to talk about how Google’s legacy of innovation is helping to make solution...
Read MoreRead MoreVendors need to recognize that they don’t have channel partnerships, but relationships that need cultivation and support to generate returns on investment....
Read MoreRead MoreChannel chief Amy Luby joins POD2112 to talk about the unfolding opportunities and potential in IoT managed services. ...
Read MoreRead MoreFocusing on a handful of partners often comes with unforeseen costs....
Read MoreRead MoreRichard McLeod, global vice president of enterprise software channels at BlackBerry, joins POD2112 to talk about the company’s transformation and evolution, and where it wants...
Read MoreRead MoreThese trends and ideas are much discussed and unnecessarily generate a disproportionate reaction by channel chiefs....
Read MoreRead MoreThomas Jensen, executive vice president of German systems integrator Bechtle and a veteran strategist for Hewlett-Packard and Maersk, joins Pod2112 to share what it takes...
Read MoreRead MoreChannel chiefs need to create known starting points when measuring the performance of their programs and partners over time....
Read MoreRead MoreEric Hembree, director of IoT at Ingram Micro, is leading the charge in developing the IoT channel. Hembree joins Pod2112 to discuss the current and...
Read MoreRead MoreEliminating channels from the go-to-market equation is a means of validating partnership value....
Read MoreRead MoreIn this special edition of Pod2112 features highlights of the discussion with Alyssa Fitzpatrick of Microsoft, Nick Tidd of Poly, Darren Bibby of DocuSign, and...
Read MoreRead MoreVendors can sell direct to customers, but they need to make the rules of engagement clear to partners....
Read MoreRead MoreJennifer McCready, manager of global channel development at office furniture manufacturer Steelcase, joins POD2112 to talk about the evolution of office furniture and the potential...
Read MoreRead MoreThe 2112 Group and 360Insights will host leading channel executives at an exclusive retreat to delve into the issues of the evolving industry and business...
Read MoreRead MoreJenni Flinders, vice president, and global channel chief at VMware, joins POD2112 to share how VMware is approaching channel transformation and how she sees the...
Read MoreRead MoreThat problem isn’t partner discounting; it’s the special pricing imposed by sales reps who want to win on price and not value. ...
Read MoreRead MoreThe annual conference by Baptie & Co. proves once again why it’s the center of collaboration and networking for channel professionals....
Read MoreRead MoreFernando Quintero, the vice president of Latin America at security vendor Crowdstrike, joins Pod2112 to share his insights and experiences in developing viable and thriving...
Read MoreRead MoreTechnology interdependencies and customers’ need for multivendor solutions are making technology vendors suppliers and resellers simultaneously....
Read MoreRead MorePaul Bay, executive vice president and group president of the Americas at Ingram Micro, joins POD2112 to discuss how distributors are evolving their value proposition...
Read MoreRead MorePartner loyalty is overrated, distracting, and, sometimes, a dangerous metric. Instead, vendors should create economic models and conditions that inspire partners to commit to a...
Read MoreRead MoreIf vendors want well-performing channel programs, they must seek out and remove the friction caused by complexity....
Read MoreRead MoreSam Errigo, executive vice president of business intelligence services at Konica Minolta, joins POD2112 to talk about the need for copier dealers to adopt managed...
Read MoreRead MoreWhile it’s true that we don’t have time to peruse every e-mail in our inboxes or every document that crosses our desks, we play with...
Read MoreRead MoreThe channel is evolving to include new and diverse routes to market, and it’s all happening in the light of day....
Read MoreRead MoreIngram Micro Cloud’s Renee Bergeron joins POD2112 to reflect on the early days of developing a specialized cloud distribution division, the technology, trends that have...
Read MoreRead MoreThe 2019 editions of the Channel Chief Outlook and Channel Forecast reports find the channel will grow this year, but confidence is waning as partner...
Read MoreRead MoreKarl Fahrbach, SAP's chief partner officer, joins POD2112 to provide a first-hand overview of his new role and mission, and to discuss the necessity of...
Read MoreRead MorePresidential hopeful Sen. Elizabeth Warren wants to break up Google, Apple, and Amazon; her agenda will seriously compromise evolving channel marketplaces and routes to market....
Read MoreRead MoreToby Richards, general manager of partner GTM and programs at Microsoft’s One Commercial Partner organization, joins POD2112 to discuss how digital transformation is reshaping channel...
Read MoreRead MoreVendors are embracing the agent model, in which partners refer sales opportunities to direct teams or marketplaces, and partners aren’t fooled by what this shift...
Read MoreRead MoreRiverbed’s Cindy Herndon joins Pod2112 to talk about the development, utilization, and benefits of a virtual channel P&L....
Read MoreRead MoreVendors must create a culture and go-to-market models that reward sales reps and encourage channel partners to be independent....
Read MoreRead MoreChannel veteran Frank Rauch joins Pod2112 to discuss the need for vendors to invest in their channel programs and partners....
Read MoreRead MoreNo company would hire an employee without first checking credentials, background, and capabilities, yet so many vendors allow just any solution provider to join their...
Read MoreRead MoreLiz Cope, director of marketing technology and operations at Ingersoll Rand, joins Pod2112 to discuss her perspectives on how automation can give people the time...
Read MoreRead MoreFor guidance on what to do when change comes a-calling, look no further than Chuck Robbins, Satya Nadella, Ginni Rometty, and Mark Hurd...
Read MoreRead MoreSpending on channels isn’t a guarantee of success, but starving programs almost always guarantees disappointment....
Read MoreRead MoreCarmen Sorice joins Pod2112 to talk about his mission and plans at Commvault, and to share some of the lessons he’s learned through his years...
Read MoreRead MoreExperience is a tremendous guide to go-to-market strategy development, but it’s no substitute for data....
Read MoreRead MoreThe beginning of a new year draws two kinds of people: those seeking better-performing channels and those promising faster results. Rather than falling for the...
Read MoreRead MoreChanges are coming, due in large part to the impact of technology evolution delivered by vendors and channel partners. We can and should look forward...
Read MoreRead MoreVijay Sundaram, Chief Strategy Officer at Zoho, joins Pod2112 to shed more light on how artificial intelligence and automation will improve the way businesses manage...
Read MoreRead MoreWhen Microsoft surpassed Apple to become the most valuable company in the world, the business press made no mention of partners’ contributions to the company’s...
Read MoreRead MoreChorus Communications’ Rob Molinaro joins Pod2112 to discuss his company’s IoT initiative, the resources it’s providing partners, and its expectations for getting ahead of the...
Read MoreRead MoreVendor mergers and acquisitions are disruptive to partners for a variety of reasons. Vendors need greater transparency when bringing two companies together. Here are a...
Read MoreRead MoreLori Cornmesser, Infoblox’s vice president of worldwide partner and alliance sales, joins Pod2112 to talk about her first partner summit at Infoblox and what it...
Read MoreRead MorePartners are obsessed with exit strategies, with as many as three out of four MSPs wanting to participate in a merger or acquisition in the...
Read MoreRead MoreSandra Glaser Cheek joins Pod2112 to talk about the new program, the Ciena Partner Network, and what it took to build a channel initiative that’s...
Read MoreRead MoreVendors and distributors need to seek out partners that are willing to take risks and break from conventional trends to address emerging and future market...
Read MoreRead MoreMany people openly question the viability of distribution in a future market dominated by services and recurring-revenue models. Services will dominate, but we’ll always have...
Read MoreRead MoreAtrion CEO Pat Grillo joins Pod2112 to share his story and discuss what vendors need to know about the consequences of channel conflict from a...
Read MoreRead MoreMany channel executives believe partner tiers are a thing of the past and replaceable by new systems. Nevertheless, tiers are essential and will persist even...
Read MoreRead MoreMichael Dolbec from GE Ventures talks to Pod2112 about the future of IoT and what makes a digital start-up investment-worthy in today’s competitive climate....
Read MoreRead MoreTechnology vendors are facing the need to change their business and sales models. They find such change is hard because different generations have different attitudes...
Read MoreRead MorePerry Lea, principal technologist at Microsoft and the co-founder of Rumble, joins Pod2112 to discuss the growth path of these technologies, how Moore’s Law is...
Read MoreRead MoreBillions of edge and IoT devices are flooding the Internet. Fog computing offers greater control and management than conventional cloud computing. Getting these devices and...
Read MoreRead MoreAndrew Sage, vice president of Americas distribution at Cisco Systems, joins Pod2112 to discuss the evolving role and value of distribution from a vendor perspective....
Read MoreRead MoreAs more partners transform themselves into professional services organizations, vendors will need to adapt to a channel in which loyalty is less important and relevancy...
Read MoreRead MorePankaj Bengani, the global partnerships lead at Square, joins Pod2112 to discuss how the company recognized its need for channel partners and how it plans...
Read MoreRead MoreMicrosoft’s launch of its Microsoft Managed Desktop service sent shockwaves through the channel, which is dominated by managed services. Vendors should have managed services, but...
Read MoreRead MoreBusiness intelligence provides clearer pathways to success by reducing decision-making risks. Required is data, and vendors need to develop programs that make information an exchangeable...
Read MoreRead MoreKaseya CEO Fred Voccola joins Pod2112 to talk about how his company is finding success with the one-stop-shop approach and how that model will sustain...
Read MoreRead MoreArticulating goals and designing programs strategically can go a long way toward successful partner engagement....
Read MoreRead MoreVendors often start channel transformation processes with the notion that they need more and new partners. They might, but they truly won’t know for sure...
Read MoreRead MoreInformatica’s Balaji Subramanian shares insights on how to gain control over the piles of bits and bytes that are the raw fuel for Big Data....
Read MoreRead MoreTransactional products are losing value, and that means vendors must get more creative in how they approach the market with commoditized products. ...
Read MoreRead MoreCrowdstrike Co-founder and CEO George Kurtz joins Pod2112 to talk about what it took to start his innovative endpoint security company and get it to...
Read MoreRead MoreWith strategic investments, vendors can steer partner conversations away from margins and monetary incentives....
Read MoreRead MoreJulie Parrish, chief operating officer at RedSeal and a technology industry veteran, joins Pod2112 to talk about the elements of sound decision-making and how managers...
Read MoreRead MoreChannel consolidation is causing partners to think more about their valuations. Consequently, they’re dropping transactional, low-margin products to bolster their bottom lines, and that has...
Read MoreRead MoreToni Clayton-Hine joins Pod2112 to discuss brand building and brand management, sharing what every company needs to know about the power of brand....
Read MoreRead MoreHaving great products and channel programs isn’t enough to entice partners. Vendors need to define why partners should engage with them if they want robust...
Read MoreRead MoreRod Baptie, president of Baptie & Co., has long talked about the potential power of specialized channel partners. Even with this influx of non-traditional partners,...
Read MoreRead MoreCompanies that built the various IT industry segments could always rely on knowing their competition would look and act more or less like them, but...
Read MoreRead MoreReading is the means to lifelong learning. Here are a dozen thought-provoking books that channel leaders and business executives should read this summer....
Read MoreRead MoreCloud services require applications to deliver value. Independent software vendors (ISVs) are leveraging cloud providers as a primary channel to market. Vendors and ISVs need...
Read MoreRead MoreChris Rimer, vice president of IBM’s North America Cloud Ecosystems for Business Partners & Channels, joins Pod2112 to talk about the evolving nature of cloud...
Read MoreRead MoreManagement often challenges channel chiefs to prove the ROI of the channel in a straightforward formula – how many dollars will return to us for...
Read MoreRead MoreCarlos Blanco, senior director of Worldwide Cloud Service Providers at Citrix, joins Pod2112 to talk about the need for transforming the role of channel account...
Read MoreRead MoreSuccess never comes without tough choices. Surprisingly, choosing to win often requires making counterintuitive and courageous decisions....
Read MoreRead MoreAlex Hart, a veteran executive of such vendors as Symantec, VMware, and Verizon Enterprise, joins Pod2112 to talk about the partnering fundamentals that remain unchanged...
Read MoreRead MoreTransformational trends are driving vendors to rethink their channel programs, but channel chiefs struggle with finding the right starting point. The answer: Start at the...
Read MoreRead MoreTina Gravel, senior vice president of channels and alliances at co-location vendor Cyxtera says, vendors are paying partners for access to customers, and traditional incentives...
Read MoreRead MoreVendors often complain that fulfillment partners get paid too much for doing too little. They’re missing the point of fulfillment and overlooking the value these...
Read MoreRead MoreNatasha Loeffler-Little, head of North America channels at SAP Ariba, joins Pod2112 to talk about the importance of partner time to revenue and strategies for...
Read MoreRead MoreSeveral vendors have recently asked 2112 about the total size of the channel. The only answer: It’s big and getting bigger....
Read MoreRead MoreCarolyn Crandall, chief deception officer and chief marketing officer at Attivo Networks, joins Pod2112 to talk about how distributed detection can make enterprise security more...
Read MoreRead MoreOnce 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....
Read MoreRead MoreThe 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...
Read MoreRead MoreRaj Goel, CTO and co-founder of security MSP Brainlink, joins Pod2112 to discuss how we can regulate how companies gather and use personal data without...
Read MoreRead MoreMany vendors are looking to rate their partners based on points earned in their programs. This kind of gamification and transparency is long overdue in...
Read MoreRead MoreResearch VP Chris Gonsalves talks with the paper's author, 2112 CEO and Chief Analyst Larry Walsh, about ADS’ potential impact on the existing channel and...
Read MoreRead MoreAutomated digital sales – selling through marketplaces like Amazon, for example – will soon become a major source of indirect revenue for technology vendors. Now...
Read MoreRead MoreZack Schuler joins Pod2112 to discuss how innovative approaches to security awareness training can yield better results. ...
Read MoreRead MoreMarketplaces 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...
Read MoreRead MoreTom Peters joins Pod2112 to talk about “The Excellence Dividend,” why soft skills are more important in business than hard skills, why execution is more...
Read MoreRead MoreRodolpho Cardenuto joins Pod2112 to talk about what it means to create and maintain frictionless channel programs....
Read MoreRead MoreVendors 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...
Read MoreRead MoreMichael George joins Pod2112 to talk about the staying power of managed services in an increasingly complex world....
Read MoreRead MoreIf vendors look beyond self-serving data points, and partners protect themselves through ‘diversification,’ channel relationships would be much healthier overall....
Read MoreRead MoreAuthor Gregg Easterbrook joins Pod2112 to talk about the appeal of declinism and why the world is much better than we perceive. ...
Read MoreRead MoreVendors 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...
Read MoreRead MoreNick Bicanic, founder of RVLVR Labs, is helping to shape this digital future by developing virtual and augmented reality technology and content. In his view,...
Read MoreRead MoreThe 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...
Read MoreRead MoreAs an industry, we need to freely share new facts and stop clinging to accepted truths....
Read MoreRead MoreAccording to the 2112 Channel Chief Outlook report, the majority of channel chiefs are planning to expand the number of channel partners in their programs....
Read MoreRead MoreAccording to 2112’s annual Channel Forecast study and new Channel Chief Outlook report, vendors and partners are optimistic about growing sales in 2018. Yet the...
Read MoreRead MoreAndrew Bolwell, the global head of technology vision and resident futurist, joins Pod2112 to talk about the huge potential of blockchain that lies just over...
Read MoreRead More2112’s Larry Walsh and Chris Gonsalves break down all the intelligence in this data-fueled edition of Pod2112. ...
Read MoreRead MoreVendors 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...
Read MoreRead MoreIn the last two years, Erwin has grown by leaps and bounds in terms of capabilities and revenue through the purchase of companies with complementary...
Read MoreRead MoreThe 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...
Read MoreRead MorePax8’s Chief Channel Officer and Co-Founder Ryan Walsh joins Pod2112 to talk about the emergence of what some call “anti-distributors” plying a new course in...
Read MoreRead MoreVendors 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...
Read MoreRead MoreUnitrends MSP CEO Mike Sanders joins Pod2112 to talk about spinoffs as a development and growth strategy....
Read MoreRead MoreCustomers may force vendors to sell through a preferred supplier, creating an uncomfortable and seemingly valueless temporary relationship. However, compulsory partners are opportunities to expand...
Read MoreRead MoreVendors and distributors, says PlanetOne Communications CEO Ted Schuman, should establish standards and instill performance expectations in their cloud channel programs. ...
Read MoreRead MoreVendors and service providers selling into the channel often wonder why they hit strong resistance even when they demonstrate high ROI potential. The simple answer:...
Read MoreRead MoreOffice Depot’s Janet Schijns, executive vice president and chief merchant and services officer, and Michelle Ragusa McBain, director of technology sales and services, join Pod2112...
Read MoreRead MoreFor today’s vendor, partnering with ISVs means expanding market reach and increasing the likelihood of satisfying customer needs....
Read MoreRead MoreSammy Kinlaw joins Pod2112 to discuss how services are enhancing and opening opportunities for partners that sell and support traditional hardware products....
Read MoreRead MoreThe emerging technology and market opportunities are relatively clear. The bigger problem technology companies will face in 2018 is overcoming the challenges that prevent them...
Read MoreRead MoreManaging servers is relatively routine for most solution providers – unless your client is Hillary Clinton and it’s the middle of the most contentious presidential...
Read MoreRead MorePlatte River’s vice president of sales and marketing, David DeCamillis, joins Pod2112 to talk about the lessons learned from that experience and why it’s imperative...
Read MoreRead MoreEstablishing a value proposition that sets oneself apart from competitors is the key to cloud success....
Read MoreRead MoreMicrosoft’s Gavriella Schuster says accepting that you’re sometimes a partner and sometimes a competitor is necessary for finding success in the complex technology market. ...
Read MoreRead MoreWireless networking vendor Aerohive’s Michael O’Brien joins Pod2112 to discuss how MSPs are tapping into the business intelligence opportunities with managed WiFi....
Read MoreRead MoreFar from a set-it-and-forget-it arrangement, recurring-revenue cloud accounts need nurturing and support throughout the life of the contract to maximize profit and value....
Read MoreRead MoreToo often, vendors build programs solely to service their own needs. They need to take more consideration of what partners need and partner business models...
Read MoreRead MoreFormer VAR turned service provider Andrew Plato of security specialist Anitian joins Pod2112 to discuss everything that’s wrong with the conventional vendor-partner reseller model and...
Read MoreRead MoreMichelle Ragusa-McBain, a customer, partner experience manager at Cisco, and chairperson of the CompTIA Advancing Women in Technology community, joins Pod2112 to discuss the need...
Read MoreRead MoreIt’s an old maxim that still holds true today: quality, not quantity. Vendors should stop counting channel partners and start celebrating the high performers....
Read MoreRead MoreMike Gold, CEO of Intermedia, joins Pod2112 to discuss what it takes to beat back commoditization and maintain profitability for vendors and partners alike....
Read MoreRead MoreAn 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...
Read MoreRead MoreThe 451 Group’s Christian Renaud joins Pod2112 to break down the Internet of Things trends and opportunity....
Read MoreRead MoreKnox joins Pod2112 to talk about his transformation journey – from idea to risk to success....
Read MoreRead MoreNot being candid – telling partners they’re worth more than they are – is a disservice to everyone in the value chain....
Read MoreRead MoreWriting expert and chief troublemaker of WOBS, Josh Bernoff, joins Pod2112 to explain how executives can better get their messages across more effectively....
Read MoreRead MoreIf you follow certain steps, and leverage all the cloud has to offer, very high indeed....
Read MoreRead MoreIs there a fine line between taking what you can get and taking advantage? When you consider the importance of a “delightful” customer experience, maybe...
Read MoreRead MoreMatt Nachtrab, the new CEO of eFolder, joins 2112 to talk about embracing and committing to the entrepreneur spirit rather than taking another job in...
Read MoreRead MoreUnder the ever-more-popular consumption-based model, paying to unleash software features and functionality is the norm....
Read MoreRead MoreA best-in-class pre-sales team anticipates and evaluates customer needs, guides customers’ business transformations, and boosts profitability....
Read MoreRead MoreQuick – what’s an SLA? RMM? Can you name three vendor strategies for mitigating channel conflict? So much to learn. So little time. With 2112,...
Read MoreRead MoreTechnology is a tool, just like a hammer or a wrench. Skill lies in the wielder of the tool, value in what gets built....
Read MoreRead MoreOffice Depot’s Janet Schijns joins Pod2112 to talk about the changing market landscape and how smart retailers are evolving to remain competitive and relevant. ...
Read MoreRead MoreSolarWinds director of community, Dave Sobel, shares insights on the importance of communities, how to build them and what vendors can get from networking their...
Read MoreRead MoreGetting out in front of success measures minimizes the potential of having others misinterpret channel value. ...
Read MoreRead MoreVendors need to broaden their interpretation of the channel and consider all of their route-to-market options....
Read MoreRead MoreChannel Maven CEO Heather K. Margolis and 2112’s Larry Walsh talk about how sales and marketing need deep collaboration to create value propositions, generate customer...
Read MoreRead MoreIf Abraham Lincoln was correct when he said, “The best way to predict your future is to create it,” then more people need to get...
Read MoreRead MoreBarracuda MSP general manager Brian Babineau joins Pod2112 to discuss trends in managed services and tips for unlocking the business model’s potential. ...
Read MoreRead MoreThe 2112 Group, Ingram Micro Cloud, and Microsoft have partnered to provide partners with a new tool for understanding their relative competitive standing in the...
Read MoreRead MoreComcast Business’s Craig Schlagbaum talks about the power of networks and how carriers and cable companies are providing the foundation for technology and services innovation...
Read MoreRead MoreThe digital economy is eroding the value of traditional channel incentives. Vendors need to redefine the economic benefits to partners so their channel ecosystems remain...
Read MoreRead MoreTarkan Maner, CEO and chairman of Nexenta, knows a thing or two about staying ahead of disruption. His company is moving beyond flash storage to...
Read MoreRead MoreTaylor Macdonald, senior vp of channel sales at Intacct, knows a lot about specialized partners, and he shares his insights of finding, working with and...
Read MoreRead MoreVendors talk about the need for transformation, but many companies wait too long to make necessary changes to remain competitive and relevant because they lack...
Read MoreRead MoreMichael Parker, the CMO of Internet of Things security startup Armis and star of the YouTube hit “Deadpool Musical - Beauty and the Beast ‘Gaston’...
Read MoreRead MoreKevin Gilroy, executive vice president of Samsung Electronics, knows a thing or two about building the right solutions for their market, simplifying complex systems and...
Read MoreRead MoreChannel chiefs should define the key performance indicators that measure the operational effectiveness and success factors before someone else defines it for them....
Read MoreRead MoreJulie Parrish, a well-known channel veteran and current chief marketing officer of security vendor RedSeal, joins Pod2112 to talk about how channel pros can curate...
Read MoreRead MoreThe takeover of Whole Foods by Amazon rattled the retail grocery world, with many predicting legacy supermarkets already lost to the digital behemoth. The tech...
Read MoreRead MoreChannel chief Kim King joins Pod2112 to talk about the IoT pivot and the lessons learned in creating an IoT-centric organization, culture, and channel....
Read MoreRead MoreEveryone knows the IT market is changing, and that will cause changes in the channel’s composition. Plotting the channel’s future state requires understanding the capabilities...
Read MoreRead MoreThe gaining popularity of managed services among vendors and solution providers, the importance of building strong services businesses and the mistakes large vendors make in...
Read MoreRead MoreSynnex’s acquisition of Westcon is another example of distributors consolidating to gain economies of scale during a period of mission transformation. ...
Read MoreRead MoreAs the flawed system fades away, vendors will need to come up with alternate ways to identify, enable, and reward partners and sales influencers....
Read MoreRead MoreGary Fish of FishTech Group joins Pod2112 to share his vision for what he calls, “building the Anti-VAR.”...
Read MoreRead MoreWant an engaged channel? First, show partners the benefits of teaming up with you; then train them, communicate with them, measure their performance, and reward...
Read MoreRead MoreIngram Micro and 2112 launch the Cloud Altimeter Project, an ongoing effort to measure channel transformation and facilitate partner success in the cloud era. ...
Read MoreRead MoreCloudPlus CEO Tony Francisco shares with Pod2112 how his company is giving more control over the cloud to its partners and customers, and enabling more...
Read MoreRead MoreFinding that ‘just right’ size for your channel is sure to yield dividends....
Read MoreRead MoreProducts are only a small piece of the security puzzle; we need to focus more attention on people, policies, and processes....
Read MoreRead MoreMarketing guru Jennifer Anaya, vice president of marketing at Ingram Micro and head of Agency Ingram Micro, joins Larry Walsh to share how the most...
Read MoreRead MoreVendors that know how to interact with and incent influencers will have an edge over those relying only on badged resellers....
Read MoreRead MoreJustin Crotty, Senior Vice President Channel Sales and Marketing at NetEnrich, joins Pod2112 to discuss the evolution of managed services in the cloud computing era....
Read MoreRead MoreTo help the channel fulfill its cost containment role, vendors need to focus more on partners’ selling skills and effort. ...
Read MoreRead MoreIngram Micro Cloud's Renee Bergeron joins Pod2112 to talk about the evolution of cloud computing, cloud marketplaces and how IT vendors and solution providers can...
Read MoreRead MoreTo help partners stay relevant, vendors need to guide them on what to sell – and how to stop selling products that are becoming obsolete...
Read MoreRead MoreIn this debut episode of the pod2112 podcast, Larry Walsh sits with Ixia’s Lori Cornmesser to discuss how network visibility and security helps partners and...
Read MoreRead More‘Delighting’ is the key to transforming customers into advocates and resellers into partners. ...
Read MoreRead MoreExercising patience and looking at customers’ long-term needs will serve vendors better than rushing to the finish line to close sales at the end of...
Read MoreRead MoreTo stay innovative, solution providers need guidance from vendors on how to leverage the informational resources at their fingertips....
Read MoreRead MoreThought leaders discuss Amazon, channel sales strategies, cloud computing, distribution, and more at the West Coast event....
Read MoreRead MoreJoint business planning can go a long way toward creating harmony between direct-sales teams and the channel....
Read MoreRead MorePartners speak out on the best vendor channel programs and the vendors that offer the best opportunity for growth. ...
Read MoreRead MoreThe acquisition, a bellwether of things to come in the two-tier channel, will allow both companies to capitalize on emerging technologies such as IoT....
Read MoreRead MoreChannel partners are moderating performance expectations amid a shifting technology market, but still expect growth this year....
Read MoreRead MoreDon’t ask partners to change all by themselves; ask them to evolve with your support and guidance....
Read MoreRead MoreThe channel should take some pages from the playbook of the Super Bowl LI champions....
Read MoreRead MoreSelling solutions is about more than vending a hodgepodge of products; it’s about pulling those products together in a purposeful way to produce desired business...
Read MoreRead MoreMany people are bullish on the channel’s value and contributions to the Digital Age. ...
Read MoreRead MoreTo find out the ‘real’ reasons behind our indirect-sales woes, we need to embrace the inquisitiveness of our inner child and repeatedly ask why....
Read MoreRead MoreThe message vendors need to convey to partners has little to do with reselling cloud products; it’s all about leveraging the cloud to make businesses...
Read MoreRead MoreWith some guidance, vendors can show partners that the key to high performance is building value, not one’s salary....
Read MoreRead MoreIn some quarters, a college degree is becoming more important, but it might be time to rethink how we train people to enter the workforce...
Read MoreRead MoreThe Russian hacking scandal will likely trigger increased interest in security technology and spending. While more security spending is a good thing, thoughtless spending could...
Read MoreRead MoreVendors shouldn’t let market uncertainties get them down; instead, they should focus their energy on identifying, enabling, and cultivating high-performing channel partners....
Read MoreRead More2112 looks into its crystal ball of trends to devine what’s instore for vendors, distributors and partners operating in the channel over the next 12...
Read MoreRead MoreCloud computing isn’t a product; it’s an enabler of value-based outcomes. ...
Read MoreRead MoreThe latest thing from Amazon – a revamped bricks-and-mortar user experience – demonstrates the shift from what technology is to what technology can do to...
Read MoreRead MoreIt’s completely reasonable for vendors to raise the bar a little higher for partners each year, but setting unrealistic goals can push partners away and...
Read MoreRead MoreSolution providers that jump into a market where they have limited expertise can do more harm than good....
Read MoreRead MoreTechnology vendors need to help midmarket companies stay competitive by capitalizing on the automation trend....
Read MoreRead MoreThe IT market may not be thriving currently when it comes to growth, but technology trends such as cloud and mobile computing, Big Data, and...
Read MoreRead MoreThe PC is alive and well, and Microsoft’s latest offering might just make these ‘lowly’ devices profitable once again....
Read MoreRead MoreThe hacker group Anonymous enlisted millions of insecure IoT devices to launch a massive DDoS attack against the United States. It marked the beginning of...
Read MoreRead MoreKnowledge is power; the more data you have about end users and partners, the more effective you’ll be at strategizing, communicating, and selling....
Read MoreRead MoreVendors need to help convince enterprises to leverage channel-led business process outsourcing to avoid dealing with the IT talent shortage and make their businesses more...
Read MoreRead MoreIn the technology channel, teaching partners ‘how to fish’ means instructing them on how to sell....
Read MoreRead MoreTo gauge partner value accurately, vendors need to look beyond loyalty to profitability and wallet share....
Read MoreRead MoreVendors may want to focus on their own efforts to drum up business and engage partners instead of trying to steal competitors’ thunder....
Read MoreRead MoreVendors should proceed with caution when going after ‘long-tail’ resellers; they need to seek out the right ones for the right reasons....
Read MoreRead MoreSolution 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 MoreCould this deal be the catalyst that compels IT solution providers and telecommunications companies to come together at long last?...
Read MoreRead MoreThe line of demarcation between managed and cloud services is blurring fast – and is virtually invisible already on solution provider balance sheets....
Read MoreRead MoreBuilding an enduring business isn’t about magic formulas; it’s about defining value and consistent execution. In other words: effort....
Read MoreRead MoreVendor earnings put it on a course for cloud nine. ...
Read MoreRead More2112’s new Channel IQ quiz allows you to test your general knowledge of channel functions, operations and partner management....
Read MoreRead MoreThe 2112 Group and Baptie & Co. have partnered to define and expand the evolution of niche and emerging channels with a new research project...
Read MoreRead MoreMore solution providers and resellers are forgoing vendor loyalty in favor of independence based on their own technical prowess and business savvy. What they lack...
Read MoreRead MoreJust months after divesting of storage management software specialist Veritas, Symantec is doubling down on its security business by buying Blue Coat, which brings revenue,...
Read MoreRead MoreVendors looking to build a business model based on recurring revenue walk a fine line: Cultivate performers without disenfranchising the rest....
Read MoreRead More‘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...
Read MoreRead MoreIncorporating M&A programs in channel operations will help vendors in a number of ways – chiefly by reducing channel overdistribution....
Read MoreRead MoreAt times like these, vendors should invest more – not less – in building their channel resources....
Read MoreRead MoreCloud computing is the future of the technology marketplace. The services-led, recurring-revenue model is transforming earnings and profit streams. Capitalizing on the cloud opportunity isn’t...
Read MoreRead MoreIn 2016, solution providers are turning to existing customers to drive sales growth. For many partners and some vendors, this is good news as it...
Read MoreRead MoreCall it what you will – disruption, continual evolution, or transformation – but taking pains to stay relevant is key to viability in the fast-changing...
Read MoreRead MoreAs security spending continues to increase, and keeping systems secure becomes more complex, solution providers need to buy into a more well-rounded approach to helping...
Read MoreRead MoreAmazon CTO Werner Vogels admits the cloud provider builds its own servers and reveals how open architectures are more advantageous than buying hardware from traditional...
Read MoreRead MoreA common question 2112 clients ask us is: “Who’s doing channel events well?” ...
Read MoreRead More2112 research shows that solution providers who set high expectations for growth and performance are better-equipped to turn their aspirations into reality...
Read MoreRead MoreUndoubtedly, the indirect-sales model has some flaws, but significant improvement is well within reach....
Read MoreRead MoreSolution providers have high hopes for the remainder of the year, but hiring woes and a lack of self-investment could dampen their outlook....
Read MoreRead MoreCloud computing in the channel focuses largely on commodity services....
Read MoreRead MoreA new study by Kaseya finds low pricing is hurting managed service providers’ growth....
Read MoreRead MoreThe ‘revolving door’ through which CAMs enter and exit hurts vendor-partner relationships and prevents vendors from realizing channel ROI....
Read MoreRead MoreMost would agree that this was a transition year. By 2112’s estimation, however, the transformation is still to come. ...
Read MoreRead MoreManaged services are driving channel revenue and profitability. They’re just not sending money back to vendors and not producing the full value to customers....
Read MoreRead MoreUnder the careful direction of CEO Meg Whitman, Hewlett-Packard has become two separate entities....
Read MoreRead MoreSolution providers just aren’t selling enough cloud to meet their vendors’ expectations – and with good reason....
Read MoreRead More2112 research reveals that security resellers look beyond product quality when assessing vendor merit....
Read MoreRead MoreSolution providers are enamored with the idea of exit strategies. Some are even encouraged to think that selling out is their best and only option....
Read MoreRead MoreThe 2112 Group releases 2112 Investor, a new service that helps vendors and partners understand the total cost of partnership and relative value of technology...
Read MoreRead MoreWe may still have one-third of the year left to go, but it’s not too early to start making business plans for 2016....
Read MoreRead MoreVendors seeking to spur channel performance need to focus a lot less on compensation and a lot more on ‘ease of doing business.’...
Read MoreRead MoreAccording to our new "2015 Midyear Channel Performance Report," solution providers are expanding at substantial rates even as sales in the rest of the IT...
Read MoreRead MoreEvery business starts with a good idea; a concept for doing something different. Translating vision into reality is often more difficult than how those ideas...
Read MoreRead MoreThe rideshare service’s legal battles are hitting home a major point in the technology channel....
Read MoreRead MoreFocusing on a few top partners will get results, but it may keep you from reaching your maximum channel sales potential. ...
Read MoreRead MoreIt’s tough out there, but vendors should encourage their partners not to fall prey to uncertainty....
Read MoreRead MoreWhile vendors focus on program structures and incentives, the key to winning partners over is making channel initiatives simple, streamlined, and easy to navigate....
Read MoreRead MoreEnd users want more than advice about technology; they want partners to take the IT helm so they can focus on what they do best....
Read MoreRead MoreSolution providers are getting smarter and more deliberate about the sales process and generating better results....
Read MoreRead MoreExpecting more from partners may create some unwanted buzz initially, but it’ll prevent stagnation and stimulate growth in the long run....
Read MoreRead MoreVendors often clamor to stand alongside partners in sales conversations, and that’s often not necessary and – at times – counterproductive....
Read MoreRead MoreThe channel moves at a glacial pace; and while we know certain change is happening, it takes a long time to actually see it....
Read MoreRead MoreWhile double-digit growth is impressive, the real indicator of channel health is the number of solution providers growing at rates of 16 percent or more....
Read MoreRead MoreVendors get frustrated about partners’ slow pace of evolution, but that doesn’t absolve them of their responsibility to show solution providers the way to future...
Read MoreRead MoreBig 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....
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...
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...
Read MoreRead More