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. ...
24
Mar 2021
Best Practices
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 ...
04
Feb 2021
Muted Optimism Holds Sway Among Channel Professionals
Pandemic fuels transformation and adjusted expectations, according to 2021 Channel Chief Outlook report...
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. ...
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. ...
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 certifications. ...
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....
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....
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. ...