Customers may force vendors to sell through a preferred supplier, creating an uncomfortable and seemingly valueless temporary relationship. However, compulsory partners are opportunities to expand sales after the initial shotgun deal....
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Vendors and service providers selling into the channel often wonder why they hit strong resistance even when they demonstrate high ROI potential. The simple answer: Most partners are risk-averse. ...
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The emerging technology and market opportunities are relatively clear. The bigger problem technology companies will face in 2018 is overcoming the challenges that prevent them from capitalizing on high-value trends. ...
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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...
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Establishing a value proposition that sets oneself apart from competitors is the key to cloud success....
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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....
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Too often, vendors build programs solely to service their own needs. They need to take more consideration of what partners need and partner business models to drive better channel results....
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It’s an old maxim that still holds true today: quality, not quantity. Vendors should stop counting channel partners and start celebrating the high performers....
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An astronomy analogy is quite appropriate when discussing vendor-partner relationships; think of vendors as stars that need to maintain just-right conditions to keep partners in their orbit....
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The 451 Group’s Christian Renaud joins Pod2112 to break down the Internet of Things trends and opportunity....
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Knox joins Pod2112 to talk about his transformation journey – from idea to risk to success....
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Not being candid – telling partners they’re worth more than they are – is a disservice to everyone in the value chain....
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