Partner Program Tiers Are Not Dead
Many channel executives believe partner tiers are a thing of the past and replaceable by new systems. Nevertheless, tiers are essential and will persist even as the channel evolves....
22
Oct 2018
Best Practices
01
Oct 2018
Loyalty Is Overrated; Relevancy Is Everything
As more partners transform themselves into professional services organizations, vendors will need to adapt to a channel in which loyalty is less important and relevancy is paramount. ...
24
Sep 2018
Vendors Shouldn’t Launch Managed Services Without Partner Consideration
Microsoft’s launch of its Microsoft Managed Desktop service sent shockwaves through the channel, which is dominated by managed services. Vendors should have managed services, but they need to take partners into consideration. Here’s why. ...
04
Sep 2018
8 Tips for Planning 2019 Channel Success
Articulating goals and designing programs strategically can go a long way toward successful partner engagement....
27
Aug 2018
‘We Need More Partners’ Is Never the Best Starting Point
Vendors often start channel transformation processes with the notion that they need more and new partners. They might, but they truly won’t know for sure until they define what they need to do to address market opportunities....
24
Jul 2018
Vendors Have to Sell Partners on the ‘Why’
Having great products and channel programs isn’t enough to entice partners. Vendors need to define why partners should engage with them if they want robust and productive channels....
16
Jul 2018
Vendors: Your Competitors Are Changing
Companies that built the various IT industry segments could always rely on knowing their competition would look and act more or less like them, but that’s no longer true....
13
Jun 2018
Podcast: Making CAMs Cloud Business Development Managers
Carlos Blanco, senior director of Worldwide Cloud Service Providers at Citrix, joins Pod2112 to talk about the need for transforming the role of channel account managers in the cloud computing era....
06
Jun 2018
Podcast: Channel Fundamentals
Alex Hart, a veteran executive of such vendors as Symantec, VMware, and Verizon Enterprise, joins Pod2112 to talk about the partnering fundamentals that remain unchanged amid disruptive technology trends....
30
May 2018
Podcast: Incenting Cloud Partners
Tina Gravel, senior vice president of channels and alliances at co-location vendor Cyxtera says, vendors are paying partners for access to customers, and traditional incentives like deal registration work well in this context. ...
23
May 2018
Podcast: Expediting Partner Time to Revenue
Natasha Loeffler-Little, head of North America channels at SAP Ariba, joins Pod2112 to talk about the importance of partner time to revenue and strategies for expediting it. ...
16
May 2018
Podcast: Deceiving Hackers
Carolyn Crandall, chief deception officer and chief marketing officer at Attivo Networks, joins Pod2112 to talk about how distributed detection can make enterprise security more effective. ...