Stop WannaCry? Security Training is the Answer
Products are only a small piece of the security puzzle; we need to focus more attention on people, policies, and processes....
15
May 2017
Best Practices
23
Jan 2017
Getting to the Root of Why Channel Problems Happen
To find out the ‘real’ reasons behind our indirect-sales woes, we need to embrace the inquisitiveness of our inner child and repeatedly ask why....
21
Nov 2016
Vendors: Resist Pushing Partners Into Security
Solution providers that jump into a market where they have limited expertise can do more harm than good....
06
Sep 2016
‘Just One More’ Isn’t a Long-Tail Strategy
Vendors should proceed with caution when going after ‘long-tail’ resellers; they need to seek out the right ones for the right reasons....
01
Sep 2016
Partners Want to Sell, and Need Vendors’ Help
Solution providers know that earning certifications, while important, isn’t the key to producing value; vendors need to step up and re-evaluate channel-program requirements....
07
Jun 2016
Solving the Recurring-Revenue Conundrum
Vendors looking to build a business model based on recurring revenue walk a fine line: Cultivate performers without disenfranchising the rest....
04
May 2016
Making Cloud Money Is Hard and Will Remain So
Cloud computing is the future of the technology marketplace. The services-led, recurring-revenue model is transforming earnings and profit streams. Capitalizing on the cloud opportunity isn’t easy for vendors or partners. By Larry Walsh Escaping the cloud is practically an impossibility. End users are increasing spending on...
20
Apr 2016
Change Before Someone Else Changes You
Call it what you will – disruption, continual evolution, or transformation – but taking pains to stay relevant is key to viability in the fast-changing world of technology...
02
Nov 2015
HP Split a Tribute to Leadership, Business Planning
Under the careful direction of CEO Meg Whitman, Hewlett-Packard has become two separate entities....
12
Oct 2015
‘Trustworthiness’ Critical When Sizing Up Vendors
2112 research reveals that security resellers look beyond product quality when assessing vendor merit....
06
Jul 2015
Getting Better Channel Results Beyond Top Partners
Focusing on a few top partners will get results, but it may keep you from reaching your maximum channel sales potential. ...
13
May 2015
Moving Partners from ‘Trusted Advisors’ to ‘Trusted Providers’
End users want more than advice about technology; they want partners to take the IT helm so they can focus on what they do best....