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....
16
Mar 2020
Best Practices
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....
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 on the same page in terms of language and metrics....
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....
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....
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....
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....
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....
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. ...
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....
09
Sep 2019
The Deceptive Power of a Few Good Partners
Focusing on a handful of partners often comes with unforeseen costs....
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....