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....
27
Apr 2021
Blogs & Pods
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. ...
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....
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...
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....
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...
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....
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 ...
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...
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...
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....
04
Feb 2021
Muted Optimism Holds Sway Among Channel Professionals
Pandemic fuels transformation and adjusted expectations, according to 2021 Channel Chief Outlook report...
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....
04
Jan 2021
2112 is Now Channelnomics
The name change reflects the evolution of our mission and services to our valued clients. ...
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....
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. ...
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. ...
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....
01
Jun 2020
Examining the Wisdom and Purpose of Incumbency Protection
Vendors should make account protection an earned reward, not a guarantee...
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. ...
20
May 2020
Podcast: Simplifying Cloud Adoption
Joseph Landes, Chief Revenue Officer at Nerdio, joins POD2112 to discuss getting more MSPs into cloud services....
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...
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...
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...
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....
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...
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...
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....
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. ...
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. ...
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....
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...
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....
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...
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...
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...
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....
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...
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....
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...
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....
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...
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....
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....
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....
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...
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...
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. ...
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...
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....
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. ...
09
Sep 2019
The Deceptive Power of a Few Good Partners
Focusing on a handful of partners often comes with unforeseen costs....
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...
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....
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...
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....
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...
23
Jul 2019
What If the Channel Went Away?
Eliminating channels from the go-to-market equation is a means of validating partnership value....
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...
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....
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...
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...
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...
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. ...
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....
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...
14
May 2019
Everyone Is a Reseller Now
Technology interdependencies and customers’ need for multivendor solutions are making technology vendors suppliers and resellers simultaneously....
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...
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...
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....
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...
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...
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....
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...
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...
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...
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....
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...
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...
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....
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....
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....
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...
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...
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...
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....
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...
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....
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...
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...
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...
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...
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...
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...
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...
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...
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...
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...
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...
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...
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...
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....
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...
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...
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...
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....
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...
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...
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...
17
Sep 2018
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...
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....
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...
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....
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. ...
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...
06
Aug 2018
Enablement Is More Important Than Margins
With strategic investments, vendors can steer partner conversations away from margins and monetary incentives....
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...
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...
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....
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...
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,...
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...
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....
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...
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...
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...
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...
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....
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...
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...
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...
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...
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...
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....
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...
14
May 2018
Managed Services Are Strong, but Could Be Much Stronger
Once vendors stop playing catch-up and solution providers approach managed services strategically, not opportunistically, the full potential of the recurring revenue model can be realized....
07
May 2018
7 Open Secrets of the Channel’s Long Tail
The channel has a love-hate relationship with the long tail, mostly because of misconceptions about the composition and dynamics of low-performing partners. Here are 7...
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...
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...
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...
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...
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. ...
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...
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...
04
Apr 2018
Podcast: Creating Frictionless Partnerships
Rodolpho Cardenuto joins Pod2112 to talk about what it means to create and maintain frictionless channel programs....
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...
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....
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....
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. ...
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...
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,...
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...
05
Mar 2018
Two Realities: Truth and Fact (and They’re Not the Same)
As an industry, we need to freely share new facts and stop clinging to accepted truths....
26
Feb 2018
2112 Research: Vendors Want More Partners, Dead Weight
According to the 2112 Channel Chief Outlook report, the majority of channel chiefs are planning to expand the number of channel partners in their programs....
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...
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...
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. ...
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...
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...
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...
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...
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...
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....
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...
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. ...
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:...
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...
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....
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....
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...
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...
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...
04
Dec 2017
Vendors Must Help Partners Differentiate
Establishing a value proposition that sets oneself apart from competitors is the key to cloud success....
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. ...
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....
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....
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...
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...
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...
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....
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....
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...
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....
04
Oct 2017
Podcast: The Partner-to-Vendor Journey
Knox joins Pod2112 to talk about his transformation journey – from idea to risk to success....
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....
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....
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....
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...
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...
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....
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....
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,...
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....
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. ...
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...
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. ...
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....
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...
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...
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. ...
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...
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...
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...
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...
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...
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...
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’...
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...
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....
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...
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...
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....
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...
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...
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. ...
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....
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.”...
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...
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. ...
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...
23
May 2017
Scale Matters, but the Channel has Size Limits
Finding that ‘just right’ size for your channel is sure to yield dividends....
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....
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...
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....
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....
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. ...
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...
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...
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...
03
Apr 2017
We All Need to Delight Customers
‘Delighting’ is the key to transforming customers into advocates and resellers into partners. ...
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...
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....
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....
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....
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. ...
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....
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....
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....
06
Feb 2017
Winning: The Patriots Way
The channel should take some pages from the playbook of the Super Bowl LI champions....
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...
30
Jan 2017
3 Words to Describe the Channel
Many people are bullish on the channel’s value and contributions to the Digital Age. ...
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....
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...
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....
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...
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...
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....
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...
12
Dec 2016
Show, Don’t Tell, Cloud Future
Cloud computing isn’t a product; it’s an enabler of value-based outcomes. ...
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...
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...
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....
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....
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...
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....
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...
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....
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...
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....
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....
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....
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....
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....
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?...
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....
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....
21
Jul 2016
Microsoft Shows Cloud Revenue Doesn’t Come Easy
Vendor earnings put it on a course for cloud nine. ...
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....
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...
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...
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,...
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....
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...
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....
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....
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...
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...
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...
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...
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...
15
Mar 2016
Focus Makes ‘Channel Focus’ A Great Event
A common question 2112 clients ask us is: “Who’s doing channel events well?” ...
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...
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....
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....
28
Jan 2016
Cloud Success Requires Cultivating Cloud Partners
Cloud computing in the channel focuses largely on commodity services....
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....
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....
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. ...
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....
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....
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....
12
Oct 2015
‘Trustworthiness’ Critical When Sizing Up Vendors
2112 research reveals that security resellers look beyond product quality when assessing vendor merit....
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....
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...
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....
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.’...
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...
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...
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....
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. ...
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....
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....
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....
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....
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....
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....
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....
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....
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...
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....
Most Admired Channel Vendors of 2014
Technology stalwarts continue to stand strong; hot security technologies don’t gain vendors entrance to coveted top spots....
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...
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...
Internet of Things Isn’t About Devices
The IoT trend is for real, but applications, not hardware, live at its core, opening the way to a ‘brave new world’ of rich data...
Elon Musk’s Sales Vision Is a Channel Challenge
Tesla wants to bypass auto dealers and sell its ‘green’ cars direct, but Dell and others offer ample proof that the channel is needed, no...
Good Partners Produce, Great Partners Contribute
Vendors often see positive returns from partners as a good indicator of value. But they need to look at how much partners give back without...
Free Is Never a Value Statement
Microsoft giving away unlimited cloud storage and the ongoing cloud pricing wars are doing a disservice to the industry by telling customers that these products...
5 Reasons the Channel Matters in the Cloud Era
Cloud vendors still need channel partners to boost sales, cut costs, educate customers, and support their offerings....
M&As Speak Volumes on Industry Evolution
We often hear about channel consolidation, but consolidation is happening at the vendor level, too, and it’s mostly a result of the shift from conventional...
Planning for Growth Means Planning for Shrinkage
Growth planning is more than just thinking about selling more. It’s about recalibrating product and revenue mixes, making adjustments and moving the business higher. ...
The Myth of 100 Percent Channel
Many vendors tout their commitment to the indirect sales model and even go so far as to say they’re 100 percent channel. It’s a nice...
The Lifestyle VAR Definition Is Wrong
For years, the channel community has berated and discounted the so-called “lifestyle VAR” as a no-ambition, self-sustaining business that doesn’t contribute to growth. The industry...
Putting Business Transformation Into Action
Before transformation can begin, the business must first assess where it stands and what’s happening in the market around it, and decide where it wants...
To Gain Success, Embrace Failure
Fear of failure is often a deterrent to innovation, investment and growth....