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. ...
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. ...
The real story isn’t distribution consolidation; it’s evolving capabilities and value propositions ...
Pandemic fuels transformation and adjusted expectations, according to 2021 Channel Chief Outlook report...
Partners say they’re already delivering quality as a value proposition; they need help mitigating risks to enable growth....
Partner training and enablement are essential, but vendors need to do better in defining and measuring the true value of these programs. ...
Making training available to everyone will cultivate a strong, capable labor pool while showing empthy to partners and their families. ...
Vendors should make account protection an earned reward, not a guarantee...
As disease and technology conspire to keep people separated, the local channel has the potential to bring vendors, partners, and customers closer together. ...
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 certifications. ...
Vendors need more than just collaboration platforms; they need insights and strategies to make the tools more effective....
As economic conditions get tougher, vendors should look at investing in the COVID-19 recovery in the second half of the year....
Our exclusive survey finds channel executives are responding to the immediate and long-term ramifications of the pandemic’s disruptions. ...