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 on the same page in terms of language and metrics....
The annual 2112 Channel Chief Outlook report finds vendors are turning back to resellers as they look to partners to resell services....
If channel professionals want to prepare for future market conditions, they must start leaving their past behind....
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....
Here are four lessons vendors and channel chiefs can reflect upon while thinking of their strategies for 2020 and beyond....
New 2112 research finds that defined missions and formal structures make referral programs more consistent and valuable to vendors and partners....
Channel partners have many shortcomings and problems, but value to vendors and their go-to-market strategies isn’t among them. ...
Vendors need to recognize that they don’t have channel partnerships, but relationships that need cultivation and support to generate returns on investment....
Focusing on a handful of partners often comes with unforeseen costs....
If vendors want well-performing channel programs, they must seek out and remove the friction caused by complexity....
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 means to them. ...
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 channel program....