Vendors need to recognize that they don’t have channel partnerships, but relationships that need cultivation and support to generate returns on investment....
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Focusing on a handful of partners often comes with unforeseen costs....
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If vendors want well-performing channel programs, they must seek out and remove the friction caused by complexity....
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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. ...
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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....
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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 they need for human, personal interactions that make a difference in partner and customer relationships....
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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 of working in the channel. ...
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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 to the future with optimism....
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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 sales and customer relationships....
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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 IoT market curve....
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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 few tips for what to share with partners during such deals....
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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 takes to pull off a great partner event....
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