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...
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Under the careful direction of CEO Meg Whitman, Hewlett-Packard has become two separate entities....
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2112 research reveals that security resellers look beyond product quality when assessing vendor merit....
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Focusing on a few top partners will get results, but it may keep you from reaching your maximum channel sales potential. ...
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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....
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Vendors often clamor to stand alongside partners in sales conversations, and that’s often not necessary and – at times – counterproductive....
Read MoreRead MoreVendors like to talk about joint business planning with partners, but solution providers say vendors often fail to follow through on their obligations. Success is a combination of planning and commitment to reaching goals. ...
Read MoreRead MoreGrowth planning is more than just thinking about selling more. It’s about recalibrating product and revenue mixes, making adjustments and moving the business higher. ...
Read MoreRead MoreMany vendors tout their commitment to the indirect sales model and even go so far as to say they’re 100 percent channel. It’s a nice sentiment, but nowhere near reality....
Read MoreRead MoreBefore transformation can begin, the business must first assess where it stands and what’s happening in the market around it, and decide where it wants to go....
Read MoreRead MoreFear of failure is often a deterrent to innovation, investment and growth....
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