Once vendors stop playing catch-up and solution providers approach managed services strategically, not opportunistically, the full potential of the recurring revenue model can be realized....
Many vendors are looking to rate their partners based on points earned in their programs. This kind of gamification and transparency is long overdue in the channel and could provide the added incentive to spur greater partner investment....
Research VP Chris Gonsalves talks with the paper's author, 2112 CEO and Chief Analyst Larry Walsh, about ADS’ potential impact on the existing channel and vendor go-to-market models, and how vendors should plan for this disruptive but potentially lucrative trend....
Automated digital sales – selling through marketplaces like Amazon, for example – will soon become a major source of indirect revenue for technology vendors. Now is the time for vendors to start preparing for this inevitable shift in selling....
Marketplaces and e-commerce are opening potentially lucrative sales channels for vendors. But automated digital sales channels don’t come without risks, and some vendors may find themselves initially at a disadvantage. ...
Vendors often question the reason for compensating partners on renewals. The truth: When not appropriately compensated, partners have many options that aren’t in favor of the vendor....
If vendors look beyond self-serving data points, and partners protect themselves through ‘diversification,’ channel relationships would be much healthier overall....
Managing servers is relatively routine for most solution providers – unless your client is Hillary Clinton and it’s the middle of the most contentious presidential campaign in generations. Hear how Platte River Networks found itself in the maelstrom of a national scandal and the impact...
Far from a set-it-and-forget-it arrangement, recurring-revenue cloud accounts need nurturing and support throughout the life of the contract to maximize profit and value....
Knox joins Pod2112 to talk about his transformation journey – from idea to risk to success....
Writing expert and chief troublemaker of WOBS, Josh Bernoff, joins Pod2112 to explain how executives can better get their messages across more effectively....
If you follow certain steps, and leverage all the cloud has to offer, very high indeed....