Blogs & Pods

23 Feb 2023

Shifting Economic Conditions Prompt Channel Chiefs to Adjust Partner Strategies

Channelnomics’ 2023 Channel Forecast report highlights the latest in partnering dynamics....

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13 Jan 2023

How to Make Better Decisions on Go-to-Market Matters

There are lots of ways to improve decision-making — among them, getting all the necessary data, avoiding ‘false dilemmas,’ and recognizing decision fatigue....

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11 Jan 2023

FTC Revives Robinson-Patman Act, Presents Potential Challenges to the Channel

Regulators 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...

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10 Jan 2023

Palo Alto Networks’ Karl Soderlund on Challenging Complacency

Karl Soderlund, senior vice president of North America ecosystems at Palo Alto Networks, joins Larry Walsh to talk about what it takes for channel leadership...

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04 Jan 2023

2023: The Year of Conservation and Optimization

Steep economic challenges will strain all businesses — including technology vendors and solution providers — necessitating a rethinking of operational priorities and value propositions. ...

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01 Jan 2023

10 Lessons 2022 Taught the Channel for the New Year

A look at the lessons we took from 2022 that will prepare the channel to survive and thrive in 2023....

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28 Dec 2022

Best of Changing Channels 2022

Cheryl Cook, senior vice president of global channel marketing, joins Changing Channels to discuss the evolving art of effective channel marketing and how to stay...

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29 Nov 2022

Dell Technologies’ Cheryl Cook on the Evolving Art of Channel Marketing

Cheryl Cook, senior vice president of global channel marketing, joins Changing Channels to discuss the evolving art of effective channel marketing and how to stay...

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08 Nov 2022

Kaseya’s Dan Tomaszewski on Enabling MSPs for Success    

Dan Tomaszewski, executive vice president of channels at Kaseya, joins Larry Walsh to talk about what it takes to enable managed service providers for success...

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25 Oct 2022

Google Cloud’s Eric Buck on Distribution in Cloud Services   

Eric 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...

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12 Oct 2022

Tanium’s Todd Palmer on Finding the Right Partners  

Todd Palmer, senior vice president of global partner sales at Tanium, joins Larry Walsh to talk about the mythical “right partners” that vendors always seek...

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27 Sep 2022

Nile’s Lou Serlenga on Launching a New Company in the Channel

Lou 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...

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22 Sep 2022

CFO: Helping Channel Pros Take Control of their Destinies 

By 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...

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21 Jul 2022

Channelnomics’ T.C. Doyle on the X-Chasm of Service Transformation

T.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...

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29 Jun 2022

Multiple Brains Are Better Than One 

The Channelnomics Brainstorm program ensures that channel professionals are never alone in solving problems and exploring new ideas. ...

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23 Jun 2022

Netenrich’s Justin Crotty on Leveraging Data in Managed Services 

Justin Crotty, senior vice president of channels at Netenrich, joins Channelnomics Changing Channels host Larry Walsh to discuss how data and device telemetry is transforming...

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07 Jun 2022

What Vendors Don’t Understand About Partners

Larry 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...

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03 May 2022

Ingram Micro Cloud’s John Dusett on Cloud Customer Experience

Ingram Micro Cloud’s John Dusett joins Changing Channels host Larry Walsh to discuss new cloud research — conducted by Channelnomics and supported by Ingram Micro...

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27 Apr 2022

TeamViewer’s Patty Nagle and Rob Thiele on Evolving Channel Strategies

TeamViewer’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...

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12 Apr 2022

How the War in Ukraine Is Reshaping Everything

Larry Walsh talks to Hitachi Vantara Senior Vice President of Strategic Partners and Alliances Kim King on automating quoting for partners to ensure fast, easy...

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05 Apr 2022

Hitachi Vantara’s Kim King on Automated Partner Quoting

Larry Walsh talks to Hitachi Vantara Senior Vice President of Strategic Partners and Alliances Kim King on automating quoting for partners to ensure fast, easy...

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29 Mar 2022

Acronis CEO Patrick Pulvermueller on the Impact of the Ukraine War

Larry Walsh talks with Acronis CEO Patrick Pulvermueller about the impact the war in Ukraine is having on the technology market and channel, efforts made...

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24 Mar 2022

Microsoft Introduces Point-Based Program

The new Microsoft Cloud Partner Program will radically change how the vendor works with solution providers, likely reducing the companies in its channel ranks....

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16 Mar 2022

monday.com’s Sarit Chalamish on Flipping the Script on Partner Enablement

Larry 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...

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14 Mar 2022

Getting Comfortable Asking Uncomfortable Questions Regarding War

The situation in Ukraine is waking people to the prospects of what was thought impossible; now is the time to start getting comfortable planning for...

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10 Mar 2022

Channel Partners Look to Improve Sales Prowess in Post-COVID World

New Channelnomics Channel Forecast Study examines impacts of customer churn and more...

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09 Mar 2022

The Great Tech Exodus from Russia

The list of tech companies leaving Russia is growing by the day. Here’s the latest. ...

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08 Mar 2022

GitLab’s Michelle Hodges on Spotlighting the Value of the Channel

Michelle Hodges, vice president of worldwide channels at GitLab, joins host Larry Walsh to discuss how channel executives can develop better relationships with board members...

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28 Feb 2022

War Will Redefine the Channel Landscape

The Russian invasion of Ukraine raised the prospects of a major war and global instability to levels not seen in decades; the unfolding events will...

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22 Feb 2022

Datto’s Rob Rae on Building Strong Managed Services Partnerships

Rob Rae, senior vice president of Datto, joins Channelnomics’ Changing Channels host Larry Walsh to discuss why vendors often struggle when building service channels and...

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17 Feb 2022

Dealing With the ‘Big Numbers Hangover’

The pandemic economy created unnatural growth and spikes for many vendors, creating a hangover effect that challenges performance and growth. The solution? Get boring. ...

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08 Feb 2022

Microsoft’s Craig Crescas on Leaning into the Power of Advanced Cloud Applications

Craig Crescas, Cloud Solution Architect at Microsoft, and Mathew Batterbee, Global Head of Business Applications at Ingram Micro Cloud, join Changing Channels host Larry Walsh...

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28 Jan 2022

The Global Economy Is Bewildering Now: Should Tech Professionals Worry?

Insights to help you navigate these confounding times ...

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25 Jan 2022

PlanetOne’s Ted Schuman on Leveraging Data to Enhance the Human Experience

Ted Schuman, founder and CEO of PlanetOne, joins Channelnomics’ Changing Channels host Larry Walsh to discuss how vendors can better leverage data to improve customer...

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24 Jan 2022

Should Partners Be Part of Your Sustainability Plans? Yes — If You’re Really Serious About ESG

For tech companies, the time to step up regarding sustainability is now. Doing so means including your entire supply chain. ...

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13 Jan 2022

Embrace the Grind That’s 2022

Just because the new year isn’t off to a ‘transformative’ start doesn’t mean it can’t be one of your most productive periods....

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11 Jan 2022

Trend Micro’s Louise McEvoy on Embracing the Reality of Change

Louise 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...

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04 Jan 2022

Channel Predictions Are Fleeting; Fundamentals Are Enduring

Vendors and channel pros may look to pundits for the wisdom to change, but they should never ignore the basic components of partner programs and...

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21 Dec 2021

Best of Changing Channels 2021

Changing Channels host Larry Walsh recounts the highlights of 26 episodes with some of our top guests and industry luminaries. Many people in the world...

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07 Dec 2021

Poly’s Nick Tidd on Redefining the Value of Technology

Nick Tidd, vice president of global channel sales at Poly, joins Channelnomics’ Changing Channels host Larry Walsh to discuss how vendors can better meet customers’...

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30 Nov 2021

Google Cloud’s Sandeep Gupta on Driving Fluid Collaboration

Sandeep Gupta, Lead of Strategic Partnerships at Google Cloud, joins Channelnomics Changing Channels host Larry Walsh to discuss how Google Workspace can help ensure productivity...

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08 Nov 2021

Channelnomics’ Larry Walsh on the 7 Truths About the Channel’s Long Tail

Channelnomics’ 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...

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26 Oct 2021

Cisco’s Denzil Samuels on Driving Better Customer Experiences

Denzil Samuels, vice president of the global CX Partner Practice at Cisco, joins Channelnomics Changing Channels host Larry Walsh to discuss how vendors can enable...

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19 Oct 2021

‘Too Small’ Is a Convenient Excuse

Vendors need to rethink their value propositions if they believe their products are only a tiny part of a partner’s sales package....

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12 Oct 2021

Secureworks’ Wendy Thomas on Cybersecurity and how Partners can Help Customers Stay Protected

Wendy Thomas, CEO and President at Secureworks, joins Larry Walsh to talk about how to best enable cybersecurity for human progress and how partners...

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12 Oct 2021

Secureworks’ Wendy Thomas on Securing Human Progress

Wendy 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...

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05 Oct 2021

Going Direct Is an Option

As 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...

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27 Sep 2021

Impact Pricing’s Mark Stiving on Product Pricing and Discount Strategies

Mark Stiving, chief pricing educator at Impact Pricing, joins Channelnomics’ Changing Channels host Larry Walsh to talk about pricing, discounting, and channel sales strategies. ...

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27 Sep 2021

Inflation Impact on the Channel

Rising prices will likely have a ripple effect through the channel, necessitating adjustments in strategies, programs, and partner relationships. ...

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14 Sep 2021

Ingram Micro Cloud’s John Dusett and Channelnomics’ Chris Gonsalves on Cloud Trends, Opportunities, and Challenges

Channelnomics 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...

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07 Sep 2021

Nutanix’s Christian Alvarez on Establishing Channel KPIs

Christian Alvarez, senior vice president of worldwide channel sales and all routes to market at Nutanix, joins Channelnomics’ Changing Channels host Larry Walsh to talk...

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31 Aug 2021

Oracle NetSuite’s Craig West on Partner Enablement

They say it takes money to make money. One of the ways vendors use money to make money is through the enablement of their partners....

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24 Aug 2021

Zebra’s Bill Cate on Working With Influence Partners

Bill 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...

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17 Aug 2021

Wasabi’s Laurie Mitchell on Expanding Into the International Market

Laurie Mitchell, vice president of partner and international marketing at Wasabi Technologies, joins Channelnomics’ Changing Channels host Larry Walsh to discuss how a midstage technology...

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10 Aug 2021

Pure Storage’s Andy Martin on Embracing the Subscription-Based Sales Model

Andy Martin, vice president of global partner sales at Pure Storage, joins Channelnomics’ Changing Channels host Larry Walsh to discuss the challenges and rewards of...

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03 Aug 2021

Sibling Rivals Channel Maven’s Heather K. Margolis and Channelnomics’ Larry Walsh Dish on Channel Marketing

Heather K. Margolis, the founder of Channel Maven and Spark My Channel, joins Channelnomics’ Changing Channels host Larry Walsh to discuss how marketing to and...

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13 Jul 2021

Microsoft’s Alyssa Fitzpatrick on Flipping the Co-Selling Model

Exec 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....

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24 Jun 2021

AppSmart’s Renee Bergeron on the Evolution of Channel Marketplaces

Renee Bergeron joins Channelnomics’ Changing Channels host Larry Walsh to discuss how innovative marketplace models are providing new avenues to market for technology vendors and...

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08 Jun 2021

Harvard Business School’s Frank Cespedes on How to Sell in a World That Never Stops Changing

Frank Cespedes joins Channelnomics’ Changing Channels host Larry Walsh to talk about effective sales and channel strategies in the post-pandemic economy. ...

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11 May 2021

CyCognito’s Lori Cornmesser on Channel Chiefs Starting Over

Lori 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...

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27 Apr 2021

Don’t Write Off Distribution Too Quickly

Vendors say the value distribution brings to the go-to-market equation is waning, but the reality is far more nuanced....

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27 Apr 2021

Channelnomic’s Larry Walsh on The Evolving Value of Distribution

Channelnomics’ Larry Walsh responds to the perception that distribution is declining in value to vendors’ go-to-market equation and channel programs. ...

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21 Apr 2021

Zoom’s ISV Investment Aims at Growth Amplification

The $100 million fund is more about research and development as the collaboration platform face slowing growth, increased competition....

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13 Apr 2021

Proofpoint’s Joe Sykora on Building Channel Sales Cultures

Joe Sykora joins Channelnomics’ Changing Channels host Larry Walsh to talk about strategies and tactics for instilling in partners the imperative of selling persistently and...

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06 Apr 2021

Post-COVID: Looking Forward to a Return to Normalcy

Channelnomics’ new report shows how the channel is planning for the post-pandemic economy....

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30 Mar 2021

HP’s Mary Beth Walker on Data-Driven Channels

Mary 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...

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24 Mar 2021

Choice Point: Should Vendors Expand Inside Sales?

The pandemic showed that selling through inside and virtual sales works. The question is whether to increase capacity even if it conflicts with channel partners....

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22 Mar 2021

Synnex-Tech Data Merger Reflects Distribution’s Evolution

The real story isn’t distribution consolidation; it’s evolving capabilities and value propositions ...

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16 Mar 2021

Gaining Exec Support for Channels

Frank 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...

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02 Mar 2021

Innovating Channels Through Venture Investments

Chad Cardenas of TSG joins Channelnomics’ Changing Channels host Larry Walsh to discuss his model for getting partners to put skin in the game of...

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24 Feb 2021

Rising Up to Marketing Transformation

Meaghan Sullivan, Global Vice President of Partner Marketing & Mid-Market at SAP, joins Changing Channels to talk about Rising Up to Marketing Transformation....

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04 Feb 2021

Muted Optimism Holds Sway Among Channel Professionals

Pandemic fuels transformation and adjusted expectations, according to 2021 Channel Chief Outlook report...

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28 Jan 2021

Solution Providers Anticipate Brighter Days Ahead

Partners say they’re already delivering quality as a value proposition; they need help mitigating risks to enable growth....

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04 Jan 2021

2112 is Now Channelnomics

The name change reflects the evolution of our mission and services to our valued clients. ...

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26 Oct 2020

Customer Experience Expectations Requires More Than Mandates

Partners say they’re already delivering quality as a value proposition; they need help mitigating risks to enable growth....

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14 Jul 2020

Getting Honest About Partner Certifications and Differentiation

Partner training and enablement are essential, but vendors need to do better in defining and measuring the true value of these programs. ...

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11 Jun 2020

Big Idea: Expand Enablement to Everyone

Making training available to everyone will cultivate a strong, capable labor pool while showing empthy to partners and their families. ...

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03 Jun 2020

Podcast: Need for Extreme Humanization

Tom Peters, the author of several best-selling books, including “In Search of Excellence,” joins Pod2112 to talk about the need for Extreme Humanization....

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01 Jun 2020

Examining the Wisdom and Purpose of Incumbency Protection

Vendors should make account protection an earned reward, not a guarantee...

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26 May 2020

Reviving the 100-Mile Channel Concept

As disease and technology conspire to keep people separated, the local channel has the potential to bring vendors, partners, and customers closer together. ...

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20 May 2020

Podcast: Simplifying Cloud Adoption

Joseph Landes, Chief Revenue Officer at Nerdio, joins POD2112 to discuss getting more MSPs into cloud services....

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29 Apr 2020

Podcast: Sales in a Time of Crisis

Tiffani Bova, global customer growth and innovation evangelist at Salesforce, joins POD2112 to talk about the changing nature of sales and growth during and after...

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27 Apr 2020

Add Fiscal Health to Partner Attributes

Many 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...

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21 Apr 2020

Podcast: Resiliency of Managed Services

Fred 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...

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13 Apr 2020

Virtual Partner Connections Require Objectives, Structure

Vendors need more than just collaboration platforms; they need insights and strategies to make the tools more effective....

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07 Apr 2020

Podcast: MSPs Securing ‘Work From Home’

SolarWinds’ 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...

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01 Apr 2020

Podcast: Customer-Centric Channels

Karl 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...

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30 Mar 2020

Strategic Planning for Beyond the Curve

As economic conditions get tougher, vendors should look at investing in the COVID-19 recovery in the second half of the year....

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27 Mar 2020

Podcast: Supporting MSPs in Crisis

Mitigation 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. ...

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25 Mar 2020

2112 Survey: Channel Chiefs Feel the Impact of COVID-19

Our exclusive survey finds channel executives are responding to the immediate and long-term ramifications of the pandemic’s disruptions. ...

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16 Mar 2020

The Danger of a Recurring-Revenue Bubble

Long-term nontransferable licenses are imposing undue risk on partners that can sell only short-term contracts to their customers....

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11 Mar 2020

Podcast: The ‘Corona Effect’

Meaghan 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...

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09 Mar 2020

Channels in the Time of Coronavirus

Precautions to stop the virus’s spread will cause short-term disruptions and long-term changes to the way vendors go to market....

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02 Mar 2020

Podcast: The Future of Distribution

Frank Vitagliano, CEO, Global Technology Distribution Council, joins POD2112 to discuss the evolving value of distribution and how distributors will remain relevant in the service...

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24 Feb 2020

Measure and Report What Matters to Management

One in four channel chiefs struggle to demonstrate the value of their partner programs to senior executives; a large part of that challenge is getting...

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18 Feb 2020

Podcast: Smart IoT Manufacturing

CoreKinect 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...

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10 Feb 2020

Channel Chiefs Welcome the Return of the VAR

The annual 2112 Channel Chief Outlook report finds vendors are turning back to resellers as they look to partners to resell services....

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06 Feb 2020

Podcast: Monetizing Every Seat With Services

Jason 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...

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03 Feb 2020

Future Channel Strategies Start with Newton’s Laws

If channel professionals want to prepare for future market conditions, they must start leaving their past behind....

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22 Jan 2020

Podcast: Returning to the Channel Chief Role

Bill 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...

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13 Jan 2020

Combating Channel Blindness Through Substitution

Many vendors’ management and investors fail to see the value contributed by partners; taking partners out of the equation can help them see more clearly....

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06 Jan 2020

Podcast: Catching a Growth Trend

Neal 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...

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17 Dec 2019

2019 Channel Lessons for the Next Decade

Here are four lessons vendors and channel chiefs can reflect upon while thinking of their strategies for 2020 and beyond....

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20 Nov 2019

Podcast: Making Partners Profit-Independent

Chris 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....

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18 Nov 2019

Making Referrals More Than Opportunistic

New 2112 research finds that defined missions and formal structures make referral programs more consistent and valuable to vendors and partners....

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04 Nov 2019

Podcast: Reorganizing Large Organizations

Stephanie 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...

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23 Oct 2019

Podcast: Leveraging Partner Referrals

Bill Vander Vennet, national referral program director at TBI, joins POD2112 to talk about the value and power of referral programs for everyone in the...

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21 Oct 2019

The Ill-Founded Temptation of Going Direct

Channel partners have many shortcomings and problems, but value to vendors and their go-to-market strategies isn’t among them. ...

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30 Sep 2019

Podcast: Turning Partners Into ‘Imagineers’

Nina 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...

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24 Sep 2019

We Don’t Have Partnerships; We Have Relationships

Vendors need to recognize that they don’t have channel partnerships, but relationships that need cultivation and support to generate returns on investment....

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16 Sep 2019

Podcast: IoT Managed Services

Channel chief Amy Luby joins POD2112 to talk about the unfolding opportunities and potential in IoT managed services. ...

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09 Sep 2019

The Deceptive Power of a Few Good Partners

Focusing on a handful of partners often comes with unforeseen costs....

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04 Sep 2019

Podcast: Reviving a Brand and Channel

Richard 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...

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03 Sep 2019

5 of the Most Overhyped Channel Trends

These trends and ideas are much discussed and unnecessarily generate a disproportionate reaction by channel chiefs....

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12 Aug 2019

Podcast: Effective Business Strategy

Thomas 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...

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05 Aug 2019

Performance Baselines Can’t Wait

Channel chiefs need to create known starting points when measuring the performance of their programs and partners over time....

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29 Jul 2019

Podcast: Limitless IoT Opportunities

Eric Hembree, director of IoT at Ingram Micro, is leading the charge in developing the IoT channel. Hembree joins Pod2112 to discuss the current and...

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23 Jul 2019

What If the Channel Went Away?

Eliminating channels from the go-to-market equation is a means of validating partnership value....

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09 Jul 2019

Special Edition Podcast: Evolving Channels in the Digital Age

In this special edition of Pod2112 features highlights of the discussion with Alyssa Fitzpatrick of Microsoft, Nick Tidd of Poly, Darren Bibby of DocuSign, and...

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08 Jul 2019

Giving Customers Choice in Buying

Vendors can sell direct to customers, but they need to make the rules of engagement clear to partners....

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26 Jun 2019

Podcast: Smart Office Furniture Channels

Jennifer McCready, manager of global channel development at office furniture manufacturer Steelcase, joins POD2112 to talk about the evolution of office furniture and the potential...

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24 Jun 2019

Exploring the Channel’s Future With Wine

The 2112 Group and 360Insights will host leading channel executives at an exclusive retreat to delve into the issues of the evolving industry and business...

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12 Jun 2019

Podcast: Transforming for the Hybrid World

Jenni Flinders, vice president, and global channel chief at VMware, joins POD2112 to share how VMware is approaching channel transformation and how she sees the...

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11 Jun 2019

Hello CROs, We Have a Problem

That problem isn’t partner discounting; it’s the special pricing imposed by sales reps who want to win on price and not value. ...

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20 May 2019

Channel Focus Provides Opportunity for Sharing

The annual conference by Baptie & Co. proves once again why it’s the center of collaboration and networking for channel professionals....

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15 May 2019

Podcast: Business Development in Latin America

Fernando Quintero, the vice president of Latin America at security vendor Crowdstrike, joins Pod2112 to share his insights and experiences in developing viable and thriving...

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14 May 2019

Everyone Is a Reseller Now

Technology interdependencies and customers’ need for multivendor solutions are making technology vendors suppliers and resellers simultaneously....

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01 May 2019

Podcast: Evolving Value of Distribution

Paul Bay, executive vice president and group president of the Americas at Ingram Micro, joins POD2112 to discuss how distributors are evolving their value proposition...

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29 Apr 2019

Get a Dog If You Want Loyalty

Partner loyalty is overrated, distracting, and, sometimes, a dangerous metric. Instead, vendors should create economic models and conditions that inspire partners to commit to a...

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15 Apr 2019

Ease of Doing Business Starts With Partners

If vendors want well-performing channel programs, they must seek out and remove the friction caused by complexity....

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10 Apr 2019

Podcast: Transforming Copier Dealers Into MSPs

Sam Errigo, executive vice president of business intelligence services at Konica Minolta, joins POD2112 to talk about the need for copier dealers to adopt managed...

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08 Apr 2019

Take the Time to Read; It’s Important

While 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...

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01 Apr 2019

Dispelling the ‘Shadow Channels’ Myth

The channel is evolving to include new and diverse routes to market, and it’s all happening in the light of day....

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27 Mar 2019

Podcast: 10 Years of Cloud Computing

Ingram 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...

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18 Mar 2019

2112’s New Reports Show Concern About Channel

The 2019 editions of the Channel Chief Outlook and Channel Forecast reports find the channel will grow this year, but confidence is waning as partner...

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13 Mar 2019

Podcast: Leadership’s Role in Channel Transformation

Karl 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...

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11 Mar 2019

The Channel Implications of Breaking Up Big Tech

Presidential hopeful Sen. Elizabeth Warren wants to break up Google, Apple, and Amazon; her agenda will seriously compromise evolving channel marketplaces and routes to market....

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27 Feb 2019

Podcast: Digital Transformation and Evolving Channel Dynamics

Toby 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...

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25 Feb 2019

A Referral Model by Any Other Name…

Vendors 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...

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13 Feb 2019

Podcast: Creating Virtual P&Ls for Channels

Riverbed’s Cindy Herndon joins Pod2112 to talk about the development, utilization, and benefits of a virtual channel P&L....

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11 Feb 2019

Independent, Self-Driven Partners Start with Vendor Culture

Vendors must create a culture and go-to-market models that reward sales reps and encourage channel partners to be independent....

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06 Feb 2019

Podcast: Channel Investment Imperative

Channel veteran Frank Rauch joins Pod2112 to discuss the need for vendors to invest in their channel programs and partners....

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05 Feb 2019

Vendors Need to Prequalify Partners

No company would hire an employee without first checking credentials, background, and capabilities, yet so many vendors allow just any solution provider to join their...

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30 Jan 2019

Podcast: Automation to Humanize

Liz Cope, director of marketing technology and operations at Ingersoll Rand, joins Pod2112 to discuss her perspectives on how automation can give people the time...

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28 Jan 2019

Change Is a Threat Until It’s Not

For guidance on what to do when change comes a-calling, look no further than Chuck Robbins, Satya Nadella, Ginni Rometty, and Mark Hurd...

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21 Jan 2019

Good Channel Programs Don’t Come Cheap

Spending on channels isn’t a guarantee of success, but starving programs almost always guarantees disappointment....

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16 Jan 2019

Podcast: Building Better Backup Channels

Carmen 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...

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14 Jan 2019

Everything Sounds Reasonable in a Bubble

Experience is a tremendous guide to go-to-market strategy development, but it’s no substitute for data....

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07 Jan 2019

6 Resolutions for Better-Performing Channels

The 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...

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17 Dec 2018

Hope and Optimism in 2019

Changes are coming, due in large part to the impact of technology evolution delivered by vendors and channel partners. We can and should look forward...

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05 Dec 2018

Podcast: Artificial Intelligence in Sales Management

Vijay Sundaram, Chief Strategy Officer at Zoho, joins Pod2112 to shed more light on how artificial intelligence and automation will improve the way businesses manage...

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03 Dec 2018

Business Press Overlooks Channel in Microsoft’s Value Crowning

When 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...

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28 Nov 2018

Podcast: Enabling Partners for the IoT World

Chorus 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...

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26 Nov 2018

7 Things to Tell Partners about Channel Consolidation

Vendor mergers and acquisitions are disruptive to partners for a variety of reasons. Vendors need greater transparency when bringing two companies together. Here are a...

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14 Nov 2018

Podcast: Producing Great Channel Events

Lori 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...

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12 Nov 2018

Taking Measure of Channel Consolidation

Partners are obsessed with exit strategies, with as many as three out of four MSPs wanting to participate in a merger or acquisition in the...

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07 Nov 2018

Podcast: Building New Channel Programs

Sandra 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...

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05 Nov 2018

Looking for Uncomfortable Partners

Vendors and distributors need to seek out partners that are willing to take risks and break from conventional trends to address emerging and future market...

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29 Oct 2018

In Defense of Distribution’s Future

Many 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...

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24 Oct 2018

Podcast: Consequences of Channel Conflict

Atrion CEO Pat Grillo joins Pod2112 to share his story and discuss what vendors need to know about the consequences of channel conflict from a...

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22 Oct 2018

Partner Program Tiers Are Not Dead

Many channel executives believe partner tiers are a thing of the past and replaceable by new systems. Nevertheless, tiers are essential and will persist even...

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17 Oct 2018

Podcast: What Makes a Fledgling IoT Company Worth Watching

Michael 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....

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15 Oct 2018

The Real Generational Issue Facing the Channel

Technology vendors are facing the need to change their business and sales models. They find such change is hard because different generations have different attitudes...

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10 Oct 2018

Podcast: Fog-Edge Computing in a Connected Future

Perry 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...

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08 Oct 2018

Fog Computing Will Envelop the World

Billions of edge and IoT devices are flooding the Internet. Fog computing offers greater control and management than conventional cloud computing. Getting these devices and...

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03 Oct 2018

Podcast: The Vendor Perspective on Distribution

Andrew Sage, vice president of Americas distribution at Cisco Systems, joins Pod2112 to discuss the evolving role and value of distribution from a vendor perspective....

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01 Oct 2018

Loyalty Is Overrated; Relevancy Is Everything

As more partners transform themselves into professional services organizations, vendors will need to adapt to a channel in which loyalty is less important and relevancy...

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26 Sep 2018

Podcast: Non-Tech Companies Tapping Into the Tech Channel

Pankaj Bengani, the global partnerships lead at Square, joins Pod2112 to discuss how the company recognized its need for channel partners and how it plans...

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24 Sep 2018

Vendors Shouldn’t Launch Managed Services Without Partner Consideration

Microsoft’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...

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17 Sep 2018

Making Data a Channel Benefit

Business 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...

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05 Sep 2018

Podcast: One-Stop Shops for Managed Services

Kaseya 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...

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04 Sep 2018

8 Tips for Planning 2019 Channel Success

Articulating goals and designing programs strategically can go a long way toward successful partner engagement....

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27 Aug 2018

‘We Need More Partners’ Is Never the Best Starting Point

Vendors 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...

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22 Aug 2018

Podcast: Challenges of Data Management

Informatica’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....

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20 Aug 2018

Resist The Urge to Sell More Product

Transactional products are losing value, and that means vendors must get more creative in how they approach the market with commoditized products. ...

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15 Aug 2018

Podcast: What It Takes to Build a Unicorn

Crowdstrike 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...

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06 Aug 2018

Enablement Is More Important Than Margins

With strategic investments, vendors can steer partner conversations away from margins and monetary incentives....

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01 Aug 2018

Podcast: Strategic Decision-Making

Julie 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...

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30 Jul 2018

Envisioning a Future Without Transactional Partners

Channel 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...

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25 Jul 2018

Podcast: Brand Power

Toni Clayton-Hine joins Pod2112 to discuss brand building and brand management, sharing what every company needs to know about the power of brand....

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24 Jul 2018

Vendors Have to Sell Partners on the ‘Why’

Having 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...

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18 Jul 2018

Podcast: Growing Influence of Non-IT Specialized Partners

Rod Baptie, president of Baptie & Co., has long talked about the potential power of specialized channel partners. Even with this influx of non-traditional partners,...

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16 Jul 2018

Vendors: Your Competitors Are Changing

Companies that built the various IT industry segments could always rely on knowing their competition would look and act more or less like them, but...

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02 Jul 2018

12 Books Most People Won’t Bring to the Beach

Reading is the means to lifelong learning. Here are a dozen thought-provoking books that channel leaders and business executives should read this summer....

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25 Jun 2018

Clouds Are Fast Becoming an ISV Channel

Cloud services require applications to deliver value. Independent software vendors (ISVs) are leveraging cloud providers as a primary channel to market. Vendors and ISVs need...

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20 Jun 2018

Podcast: Evolving Cloud Ecosystems

Chris Rimer, vice president of IBM’s North America Cloud Ecosystems for Business Partners & Channels, joins Pod2112 to talk about the evolving nature of cloud...

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18 Jun 2018

Channel ROI Isn’t Always ‘Dollars In, Dollars Out’ Equation

Management often challenges channel chiefs to prove the ROI of the channel in a straightforward formula – how many dollars will return to us for...

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13 Jun 2018

Podcast: Making CAMs Cloud Business Development Managers

Carlos Blanco, senior director of Worldwide Cloud Service Providers at Citrix, joins Pod2112 to talk about the need for transforming the role of channel account...

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11 Jun 2018

Finding Courage to Adopt Winning Strategies

Success never comes without tough choices. Surprisingly, choosing to win often requires making counterintuitive and courageous decisions....

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06 Jun 2018

Podcast: Channel Fundamentals

Alex Hart, a veteran executive of such vendors as Symantec, VMware, and Verizon Enterprise, joins Pod2112 to talk about the partnering fundamentals that remain unchanged...

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04 Jun 2018

Relaunching Channels? Start With the Customer

Transformational trends are driving vendors to rethink their channel programs, but channel chiefs struggle with finding the right starting point. The answer: Start at the...

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30 May 2018

Podcast: Incenting Cloud Partners

Tina 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...

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29 May 2018

Fulfillment Partners’ Value Is Overlooked, Misunderstood

Vendors 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...

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23 May 2018

Podcast: Expediting Partner Time to Revenue

Natasha 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...

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21 May 2018

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....

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16 May 2018

Podcast: Deceiving Hackers

Carolyn Crandall, chief deception officer and chief marketing officer at Attivo Networks, joins Pod2112 to talk about how distributed detection can make enterprise security more...

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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....

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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...

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02 May 2018

Podcast: Privacy in the Age of Social Media and Big Data

Raj 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...

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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...

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25 Apr 2018

Podcast: Changing Channels: The Rise of Automated Marketplaces in B2B Sales

Research 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...

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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...

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18 Apr 2018

Podcast: Digestible Security Awareness Training

Zack Schuler joins Pod2112 to discuss how innovative approaches to security awareness training can yield better results. ...

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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...

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11 Apr 2018

Podcast: ‘The Excellence Dividend’

Tom Peters joins Pod2112 to talk about “The Excellence Dividend,” why soft skills are more important in business than hard skills, why execution is more...

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04 Apr 2018

Podcast: Creating Frictionless Partnerships

Rodolpho Cardenuto joins Pod2112 to talk about what it means to create and maintain frictionless channel programs....

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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...

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28 Mar 2018

Podcast: Managed Services’ Staying Power

Michael George joins Pod2112 to talk about the staying power of managed services in an increasingly complex world....

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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....

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21 Mar 2018

Podcast: Why Things Are Better Than They Look

Author Gregg Easterbrook joins Pod2112 to talk about the appeal of declinism and why the world is much better than we perceive. ...

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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...

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14 Mar 2018

Podcast: Virtual Reality’s Future

Nick Bicanic, founder of RVLVR Labs, is helping to shape this digital future by developing virtual and augmented reality technology and content. In his view,...

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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...

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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....

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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....

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21 Feb 2018

New 2112 Research: Vendors, Partners Optimistic in 2018

According 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...

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21 Feb 2018

Podcast: Huge Blockchain Potential Beyond Bitcoin

Andrew Bolwell, the global head of technology vision and resident futurist, joins Pod2112 to talk about the huge potential of blockchain that lies just over...

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15 Feb 2018

Podcast: Unpacking the Data from 2112’s Channel Forecast and Channel Chief Outlook Studies

2112’s Larry Walsh and Chris Gonsalves break down all the intelligence in this data-fueled edition of Pod2112. ...

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12 Feb 2018

6 Questions to Ask Before Starting a Channel Program

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...

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07 Feb 2018

Podcast: Growth through Acquisition

In the last two years, Erwin has grown by leaps and bounds in terms of capabilities and revenue through the purchase of companies with complementary...

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05 Feb 2018

Competition Exacerbates IT Talent Shortage

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...

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31 Jan 2018

Podcast: Evolving Anti-Distributors

Pax8’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...

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29 Jan 2018

Transformation Is Everyone’s Job, but Maybe Not Yours

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...

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24 Jan 2018

Podcast: Spinning Out to Success

Unitrends MSP CEO Mike Sanders joins Pod2112 to talk about spinoffs as a development and growth strategy....

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22 Jan 2018

Embracing the Compulsory Partner

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...

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17 Jan 2018

Podcast: Cloud Expectations

Vendors and distributors, says PlanetOne Communications CEO Ted Schuman, should establish standards and instill performance expectations in their cloud channel programs. ...

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16 Jan 2018

Partners Just Don’t Invest in Their Businesses

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:...

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10 Jan 2018

Podcast: Growing SMBs’ IT Services

Office 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...

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08 Jan 2018

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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04 Jan 2018

Podcast: Making Hardware Exciting in a Services World

Sammy Kinlaw joins Pod2112 to discuss how services are enhancing and opening opportunities for partners that sell and support traditional hardware products....

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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...

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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...

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08 Dec 2017

Podcast: Crisis Management Planning

Platte 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...

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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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30 Nov 2017

Podcast: Balancing Competition in Partnerships

Microsoft’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. ...

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15 Nov 2017

Podcast: Turning WiFi into Business Intelligence

Wireless networking vendor Aerohive’s Michael O’Brien joins Pod2112 to discuss how MSPs are tapping into the business intelligence opportunities with managed WiFi....

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14 Nov 2017

Your Cloud Practice Is Not a Rotisserie Chicken

Far 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....

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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...

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08 Nov 2017

Podcast: Everything Wrong With the VAR Model

Former 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...

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01 Nov 2017

Podcast: Empowering Women in Tech

Michelle 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...

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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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25 Oct 2017

Podcast: Avoiding Cloud Commoditization

Mike Gold, CEO of Intermedia, joins Pod2112 to discuss what it takes to beat back commoditization and maintain profitability for vendors and partners alike....

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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...

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11 Oct 2017

Podcast: The IoT Opportunity

The 451 Group’s Christian Renaud joins Pod2112 to break down the Internet of Things trends and opportunity....

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04 Oct 2017

Podcast: The Partner-to-Vendor Journey

Knox joins Pod2112 to talk about his transformation journey – from idea to risk to success....

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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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20 Sep 2017

Podcast: Clear Corporate Communications

Writing expert and chief troublemaker of WOBS, Josh Bernoff, joins Pod2112 to explain how executives can better get their messages across more effectively....

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19 Sep 2017

How High Can You Fly in the Cloud?

If you follow certain steps, and leverage all the cloud has to offer, very high indeed....

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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...

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13 Sep 2017

Podcast: Entrepreneurial Drive

Matt Nachtrab, the new CEO of eFolder, joins 2112 to talk about embracing and committing to the entrepreneur spirit rather than taking another job in...

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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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11 Sep 2017

Making Money on Pre-Sales Cloud Services

A best-in-class pre-sales team anticipates and evaluates customer needs, guides customers’ business transformations, and boosts profitability....

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06 Sep 2017

Channel IQ Lessons from 2112

Quick – what’s an SLA? RMM? Can you name three vendor strategies for mitigating channel conflict? So much to learn. So little time. With 2112,...

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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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30 Aug 2017

Podcast: Retail Evolution

Office Depot’s Janet Schijns joins Pod2112 to talk about the changing market landscape and how smart retailers are evolving to remain competitive and relevant. ...

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23 Aug 2017

Podcast: Importance of Channel Communities

SolarWinds director of community, Dave Sobel, shares insights on the importance of communities, how to build them and what vendors can get from networking their...

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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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14 Aug 2017

“Channel” Is a Business Term, Not a Tech One

Vendors need to broaden their interpretation of the channel and consider all of their route-to-market options....

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09 Aug 2017

Podcast: Channel Sales & Marketing

Channel 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...

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07 Aug 2017

Living in the Future, Breaking from the Past

If Abraham Lincoln was correct when he said, “The best way to predict your future is to create it,” then more people need to get...

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02 Aug 2017

Podcast: Unlocking Managed Services Potential

Barracuda MSP general manager Brian Babineau joins Pod2112 to discuss trends in managed services and tips for unlocking the business model’s potential. ...

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31 Jul 2017

Reaching New Heights With The 2112 Group Cloud Altimeter

The 2112 Group, Ingram Micro Cloud, and Microsoft have partnered to provide partners with a new tool for understanding their relative competitive standing in the...

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27 Jul 2017

Podcast: The Power of Networks

Comcast 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...

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25 Jul 2017

Emphasizing the ‘Value Add’ of Partnership

The digital economy is eroding the value of traditional channel incentives. Vendors need to redefine the economic benefits to partners so their channel ecosystems remain...

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19 Jul 2017

Podcast: Staying Ahead of Disruption

Tarkan Maner, CEO and chairman of Nexenta, knows a thing or two about staying ahead of disruption. His company is moving beyond flash storage to...

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12 Jul 2017

Podcast: Working with Non-Technology Partners

Taylor Macdonald, senior vp of channel sales at Intacct, knows a lot about specialized partners, and he shares his insights of finding, working with and...

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10 Jul 2017

Transformation Takes Courage

Vendors talk about the need for transformation, but many companies wait too long to make necessary changes to remain competitive and relevant because they lack...

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05 Jul 2017

Podcast: The Use of Humor in Tech Marketing

Michael Parker, the CMO of Internet of Things security startup Armis and star of the YouTube hit “Deadpool Musical - Beauty and the Beast ‘Gaston’...

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28 Jun 2017

Podcast: Delighting Customers

Kevin Gilroy, executive vice president of Samsung Electronics, knows a thing or two about building the right solutions for their market, simplifying complex systems and...

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26 Jun 2017

10 KPIs Every Channel Chief Should Use

Channel chiefs should define the key performance indicators that measure the operational effectiveness and success factors before someone else defines it for them....

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21 Jun 2017

Podcast: Graduating from the Channel Ranks

Julie 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...

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19 Jun 2017

Amazon is Taking Over the World; Get Used to It

The takeover of Whole Foods by Amazon rattled the retail grocery world, with many predicting legacy supermarkets already lost to the digital behemoth. The tech...

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14 Jun 2017

Podcast: Embracing the Internet of Things

Channel chief Kim King joins Pod2112 to talk about the IoT pivot and the lessons learned in creating an IoT-centric organization, culture, and channel....

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12 Jun 2017

Futurecasting Channels Starts with Understanding Existing Partners

Everyone 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...

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07 Jun 2017

Podcast: Capitalizing on Recurring Revenue

The gaining popularity of managed services among vendors and solution providers, the importance of building strong services businesses and the mistakes large vendors make in...

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06 Jun 2017

Synnex-Westcon Deal: Consolidation Amid Change

Synnex’s acquisition of Westcon is another example of distributors consolidating to gain economies of scale during a period of mission transformation. ...

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05 Jun 2017

Deal Registration is Dying, And That’s Good

As the flawed system fades away, vendors will need to come up with alternate ways to identify, enable, and reward partners and sales influencers....

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31 May 2017

Podcast: Building the Anti-VAR

Gary Fish of FishTech Group joins Pod2112 to share his vision for what he calls, “building the Anti-VAR.”...

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26 May 2017

Elevating Channel Effectiveness for the Cloud

Want an engaged channel? First, show partners the benefits of teaming up with you; then train them, communicate with them, measure their performance, and reward...

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24 May 2017

Plotting the March to the Cloud

Ingram Micro and 2112 launch the Cloud Altimeter Project, an ongoing effort to measure channel transformation and facilitate partner success in the cloud era. ...

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24 May 2017

Podcast: Enabling Control in the Cloud

CloudPlus CEO Tony Francisco shares with Pod2112 how his company is giving more control over the cloud to its partners and customers, and enabling more...

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23 May 2017

Scale Matters, but the Channel has Size Limits

Finding that ‘just right’ size for your channel is sure to yield dividends....

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15 May 2017

Stop WannaCry? Security Training is the Answer

Products are only a small piece of the security puzzle; we need to focus more attention on people, policies, and processes....

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10 May 2017

Podcast: Avoiding Tech Marketing Pitfalls

Marketing guru Jennifer Anaya, vice president of marketing at Ingram Micro and head of Agency Ingram Micro, joins Larry Walsh to share how the most...

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08 May 2017

Influence Is the Future Partnership

Vendors that know how to interact with and incent influencers will have an edge over those relying only on badged resellers....

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03 May 2017

Podcast: Managed Services in the Cloud Computing Era

Justin Crotty, Senior Vice President Channel Sales and Marketing at NetEnrich, joins Pod2112 to discuss the evolution of managed services in the cloud computing era....

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01 May 2017

Making Partner-Originated Sales a KPI

To help the channel fulfill its cost containment role, vendors need to focus more on partners’ selling skills and effort. ...

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24 Apr 2017

Podcast: Plotting Next-Generation Cloud Services

Ingram 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...

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11 Apr 2017

Helping Partners to Stop Being Unproductive

To help partners stay relevant, vendors need to guide them on what to sell – and how to stop selling products that are becoming obsolete...

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06 Apr 2017

Podcast: Getting Visibility into the Interconnected Future

In 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...

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03 Apr 2017

We All Need to Delight Customers

‘Delighting’ is the key to transforming customers into advocates and resellers into partners. ...

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28 Mar 2017

The End-of-the-Quarter Problem Is Real

Exercising 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...

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21 Mar 2017

Instilling R&D Value Among Partners

To stay innovative, solution providers need guidance from vendors on how to leverage the informational resources at their fingertips....

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16 Mar 2017

Meet Me at the 20th Anniversary Channel Focus

Thought leaders discuss Amazon, channel sales strategies, cloud computing, distribution, and more at the West Coast event....

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13 Mar 2017

Partners Think Vendors Want To Go Direct

Joint business planning can go a long way toward creating harmony between direct-sales teams and the channel....

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06 Mar 2017

The Votes Are in for the Best Channel Programs of 2017

Partners speak out on the best vendor channel programs and the vendors that offer the best opportunity for growth. ...

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28 Feb 2017

Tech Data-Avnet Deal Reflects Shifting Distribution Value

The acquisition, a bellwether of things to come in the two-tier channel, will allow both companies to capitalize on emerging technologies such as IoT....

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27 Feb 2017

2112 Channel Forecast Predicts a Good 2017

Channel partners are moderating performance expectations amid a shifting technology market, but still expect growth this year....

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13 Feb 2017

Influencing Partners Through Persistent Engagement

Don’t ask partners to change all by themselves; ask them to evolve with your support and guidance....

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06 Feb 2017

Winning: The Patriots Way

The channel should take some pages from the playbook of the Super Bowl LI champions....

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02 Feb 2017

Directionless Creativity Only Goes So Far

Selling 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...

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30 Jan 2017

3 Words to Describe the Channel

Many people are bullish on the channel’s value and contributions to the Digital Age. ...

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23 Jan 2017

Getting to the Root of Why Channel Problems Happen

To find out the ‘real’ reasons behind our indirect-sales woes, we need to embrace the inquisitiveness of our inner child and repeatedly ask why....

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19 Jan 2017

The ‘Real’ Cloud Conversation to Have With Partners

The 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...

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16 Jan 2017

Getting Partners to See Beyond Paychecks

With some guidance, vendors can show partners that the key to high performance is building value, not one’s salary....

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09 Jan 2017

Rethinking Certifications as Primary Education

In some quarters, a college degree is becoming more important, but it might be time to rethink how we train people to enter the workforce...

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05 Jan 2017

The Coming Security Gold Rush and Pitfall

The Russian hacking scandal will likely trigger increased interest in security technology and spending. While more security spending is a good thing, thoughtless spending could...

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03 Jan 2017

7 Channel Resolutions for 2017

Vendors shouldn’t let market uncertainties get them down; instead, they should focus their energy on identifying, enabling, and cultivating high-performing channel partners....

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19 Dec 2016

17 Channel Predictions for 2017

2112 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...

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12 Dec 2016

Show, Don’t Tell, Cloud Future

Cloud computing isn’t a product; it’s an enabler of value-based outcomes. ...

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06 Dec 2016

Amazon Go Foreshadows the ‘Experience Channel’

The latest thing from Amazon – a revamped bricks-and-mortar user experience – demonstrates the shift from what technology is to what technology can do to...

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30 Nov 2016

Setting and Resetting Partner Expectations

It’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...

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21 Nov 2016

Vendors: Resist Pushing Partners Into Security

Solution providers that jump into a market where they have limited expertise can do more harm than good....

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15 Nov 2016

Increased Business Risks Opening New Automation, Security Opportunities

Technology vendors need to help midmarket companies stay competitive by capitalizing on the automation trend....

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09 Nov 2016

Embracing the Future of Specialized Channels

The IT market may not be thriving currently when it comes to growth, but technology trends such as cloud and mobile computing, Big Data, and...

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27 Oct 2016

Microsoft, PC Vendors Putting ‘Premium’ Back Into PCs

The PC is alive and well, and Microsoft’s latest offering might just make these ‘lowly’ devices profitable once again....

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24 Oct 2016

IoT Attacks Open New Cybersecurity Front

The hacker group Anonymous enlisted millions of insecure IoT devices to launch a massive DDoS attack against the United States. It marked the beginning of...

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19 Oct 2016

Help Partners Know Their Customers Better

Knowledge is power; the more data you have about end users and partners, the more effective you’ll be at strategizing, communicating, and selling....

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07 Oct 2016

Vendors Need to Evangelize Partner Services

Vendors 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...

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29 Sep 2016

Sales, Not Technology, Is Your Partners’ Problem

In the technology channel, teaching partners ‘how to fish’ means instructing them on how to sell....

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20 Sep 2016

Partner Loyalty Is a Fleeting Target

To gauge partner value accurately, vendors need to look beyond loyalty to profitability and wallet share....

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15 Sep 2016

Counter-Marketing at Competitive Events Is a Waste

Vendors may want to focus on their own efforts to drum up business and engage partners instead of trying to steal competitors’ thunder....

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06 Sep 2016

‘Just One More’ Isn’t a Long-Tail Strategy

Vendors should proceed with caution when going after ‘long-tail’ resellers; they need to seek out the right ones for the right reasons....

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01 Sep 2016

Partners Want to Sell, and Need Vendors’ Help

Solution 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....

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08 Aug 2016

Tech, Telecom Converge With ScanSource Buying Intelisys

Could this deal be the catalyst that compels IT solution providers and telecommunications companies to come together at long last?...

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02 Aug 2016

Automated Services Dominate the Channel

The line of demarcation between managed and cloud services is blurring fast – and is virtually invisible already on solution provider balance sheets....

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25 Jul 2016

No Silver Bullets When It Comes to Tech Success

Building an enduring business isn’t about magic formulas; it’s about defining value and consistent execution. In other words: effort....

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21 Jul 2016

Microsoft Shows Cloud Revenue Doesn’t Come Easy

Vendor earnings put it on a course for cloud nine. ...

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28 Jun 2016

What’s Your Channel IQ?

2112’s new Channel IQ quiz allows you to test your general knowledge of channel functions, operations and partner management....

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22 Jun 2016

Trailblazing Specialized Channels

The 2112 Group and Baptie & Co. have partnered to define and expand the evolution of niche and emerging channels with a new research project...

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15 Jun 2016

Unaligned Is the New Black in Partners

More solution providers and resellers are forgoing vendor loyalty in favor of independence based on their own technical prowess and business savvy. What they lack...

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13 Jun 2016

Symantec Leaps Forward with Blue Coat Acquisition

Just months after divesting of storage management software specialist Veritas, Symantec is doubling down on its security business by buying Blue Coat, which brings revenue,...

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07 Jun 2016

Solving the Recurring-Revenue Conundrum

Vendors looking to build a business model based on recurring revenue walk a fine line: Cultivate performers without disenfranchising the rest....

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31 May 2016

Dealing with Declining Hardware Value

‘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...

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25 May 2016

Driving Channel M&A Deals

Incorporating M&A programs in channel operations will help vendors in a number of ways – chiefly by reducing channel overdistribution....

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09 May 2016

As Economy Slows, It’s Time to Double-Down on Partners

At times like these, vendors should invest more – not less – in building their channel resources....

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04 May 2016

Making Cloud Money Is Hard and Will Remain So

Cloud 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...

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29 Apr 2016

Partners Look Inward for Sales, Growth

In 2016, solution providers are turning to existing customers to drive sales growth. For many partners and some vendors, this is good news as it...

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20 Apr 2016

Change Before Someone Else Changes You

Call it what you will – disruption, continual evolution, or transformation – but taking pains to stay relevant is key to viability in the fast-changing...

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04 Apr 2016

Admitting to Security Failure

As 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...

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21 Mar 2016

Cloud Forcing Hardware Vendors to Make Choices

Amazon CTO Werner Vogels admits the cloud provider builds its own servers and reveals how open architectures are more advantageous than buying hardware from traditional...

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15 Mar 2016

Focus Makes ‘Channel Focus’ A Great Event

A common question 2112 clients ask us is: “Who’s doing channel events well?” ...

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10 Mar 2016

When It Comes to Growth, Look at What’s Acceptable

2112 research shows that solution providers who set high expectations for growth and performance are better-equipped to turn their aspirations into reality...

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03 Mar 2016

The Channel Isn’t the Best Route to Market

Undoubtedly, the indirect-sales model has some flaws, but significant improvement is well within reach....

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22 Feb 2016

2016 Channel Forecast: Confidence Is Extraordinarily High

Solution providers have high hopes for the remainder of the year, but hiring woes and a lack of self-investment could dampen their outlook....

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28 Jan 2016

Cloud Success Requires Cultivating Cloud Partners

Cloud computing in the channel focuses largely on commodity services....

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21 Jan 2016

Low MSP Pricing a Symptom of Larger Problem

A new study by Kaseya finds low pricing is hurting managed service providers’ growth....

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11 Jan 2016

Effective, Productive Channels Depend on Great CAMs

The ‘revolving door’ through which CAMs enter and exit hurts vendor-partner relationships and prevents vendors from realizing channel ROI....

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04 Jan 2016

2112’s Channel Predictions for 2016

Most would agree that this was a transition year. By 2112’s estimation, however, the transformation is still to come. ...

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10 Nov 2015

Managed Services Are Oversold and Underdelivered

Managed services are driving channel revenue and profitability. They’re just not sending money back to vendors and not producing the full value to customers....

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02 Nov 2015

HP Split a Tribute to Leadership, Business Planning

Under the careful direction of CEO Meg Whitman, Hewlett-Packard has become two separate entities....

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19 Oct 2015

Vendors Have Their Head in the Clouds

Solution providers just aren’t selling enough cloud to meet their vendors’ expectations – and with good reason....

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12 Oct 2015

‘Trustworthiness’ Critical When Sizing Up Vendors

2112 research reveals that security resellers look beyond product quality when assessing vendor merit....

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05 Oct 2015

Exit Isn’t Always the Best Strategy

Solution providers are enamored with the idea of exit strategies. Some are even encouraged to think that selling out is their best and only option....

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14 Sep 2015

Redefining the Value of Partnership

The 2112 Group releases 2112 Investor, a new service that helps vendors and partners understand the total cost of partnership and relative value of technology...

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31 Aug 2015

Summer is Over, and It’s Time to Start Planning

We may still have one-third of the year left to go, but it’s not too early to start making business plans for 2016....

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21 Aug 2015

Partners Aren’t Like Retail Shoppers

Vendors seeking to spur channel performance need to focus a lot less on compensation and a lot more on ‘ease of doing business.’...

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06 Aug 2015

Channel is Growing and Optimistic

According to our new "2015 Midyear Channel Performance Report," solution providers are expanding at substantial rates even as sales in the rest of the IT...

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03 Aug 2015

2112 Turns 5 … And Keeps Getting Better

Every business starts with a good idea; a concept for doing something different. Translating vision into reality is often more difficult than how those ideas...

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20 Jul 2015

Uber Underscores Need to Embrace Change Agents

The rideshare service’s legal battles are hitting home a major point in the technology channel....

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06 Jul 2015

Getting Better Channel Results Beyond Top Partners

Focusing on a few top partners will get results, but it may keep you from reaching your maximum channel sales potential. ...

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17 Jun 2015

Economic Uncertainty Creates New Channel Opportunities

It’s tough out there, but vendors should encourage their partners not to fall prey to uncertainty....

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08 Jun 2015

Nothing Trumps Ease of Doing Business

While vendors focus on program structures and incentives, the key to winning partners over is making channel initiatives simple, streamlined, and easy to navigate....

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13 May 2015

Moving Partners from ‘Trusted Advisors’ to ‘Trusted Providers’

End users want more than advice about technology; they want partners to take the IT helm so they can focus on what they do best....

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16 Apr 2015

Solution Providers Getting Smarter in Sales

Solution providers are getting smarter and more deliberate about the sales process and generating better results....

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08 Apr 2015

The Necessity of Raising the Stakes

Expecting more from partners may create some unwanted buzz initially, but it’ll prevent stagnation and stimulate growth in the long run....

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06 Apr 2015

The Myth of Needing to Be ‘In the Room’

Vendors often clamor to stand alongside partners in sales conversations, and that’s often not necessary and – at times – counterproductive....

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18 Mar 2015

Diminishing Partner Loyalty Is the Global Warming of the Channel

The channel moves at a glacial pace; and while we know certain change is happening, it takes a long time to actually see it....

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05 Mar 2015

The Channel Is Improving Financially and Operationally

While 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....

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25 Feb 2015

Vendors Bear Responsibility for Evolving the Channel

Vendors 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...

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04 Feb 2015

Big Data Is Real Big Immature Opportunity

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....

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Most Admired Channel Vendors of 2014

Technology stalwarts continue to stand strong; hot security technologies don’t gain vendors entrance to coveted top spots....

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Planning Is Only Half of the Success Equation

Vendors like to talk about joint business planning with partners, but solution providers say vendors often fail to follow through on their obligations. Success is...

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Dangers of Lowest-Price, Technically Acceptable

The government is eliminating purchasing exceptions with its new standard. Such notions may seem economical but run the risk of driving out innovation and true...

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