Vendors often complain that fulfillment partners get paid too much for doing too little. They’re missing the point of fulfillment and overlooking the value these partners deliver. ...
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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. ...
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Several vendors have recently asked 2112 about the total size of the channel. The only answer: It’s big and getting bigger....
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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. ...
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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....
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The channel has a love-hate relationship with the long tail, mostly because of misconceptions about the composition and dynamics of low-performing partners. Here are 7 common misconceptions or overlooked facts about the channel’s long tail. ...
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Raj Goel, CTO and co-founder of security MSP Brainlink, joins Pod2112 to discuss how we can regulate how companies gather and use personal data without crippling the ability to gather raw material for beneficial technologies such as Big Data....
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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....
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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....
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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....
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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....
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If vendors look beyond self-serving data points, and partners protect themselves through ‘diversification,’ channel relationships would be much healthier overall....
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