Synnex-Westcon Deal: Consolidation Amid Change
Synnex’s acquisition of Westcon is another example of distributors consolidating to gain economies of scale during a period of mission transformation. ...
06
Jun 2017
Business
08
May 2017
Influence Is the Future Partnership
Vendors that know how to interact with and incent influencers will have an edge over those relying only on badged resellers....
03
Apr 2017
We All Need to Delight Customers
‘Delighting’ is the key to transforming customers into advocates and resellers into partners. ...
28
Mar 2017
The End-of-the-Quarter Problem Is Real
Exercising patience and looking at customers’ long-term needs will serve vendors better than rushing to the finish line to close sales at the end of a quarter or a month. ...
27
Feb 2017
2112 Channel Forecast Predicts a Good 2017
Channel partners are moderating performance expectations amid a shifting technology market, but still expect growth this year....
13
Feb 2017
Influencing Partners Through Persistent Engagement
Don’t ask partners to change all by themselves; ask them to evolve with your support and guidance....
30
Jan 2017
3 Words to Describe the Channel
Many people are bullish on the channel’s value and contributions to the Digital Age. ...
03
Jan 2017
7 Channel Resolutions for 2017
Vendors shouldn’t let market uncertainties get them down; instead, they should focus their energy on identifying, enabling, and cultivating high-performing channel partners....
06
Dec 2016
Amazon Go Foreshadows the ‘Experience Channel’
The latest thing from Amazon – a revamped bricks-and-mortar user experience – demonstrates the shift from what technology is to what technology can do to make our lives richer....
07
Oct 2016
Vendors Need to Evangelize Partner Services
Vendors need to help convince enterprises to leverage channel-led business process outsourcing to avoid dealing with the IT talent shortage and make their businesses more efficient...
29
Sep 2016
Sales, Not Technology, Is Your Partners’ Problem
In the technology channel, teaching partners ‘how to fish’ means instructing them on how to sell....
20
Sep 2016
Partner Loyalty Is a Fleeting Target
To gauge partner value accurately, vendors need to look beyond loyalty to profitability and wallet share....