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. ...
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Channel partners are moderating performance expectations amid a shifting technology market, but still expect growth this year....
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Don’t ask partners to change all by themselves; ask them to evolve with your support and guidance....
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Many people are bullish on the channel’s value and contributions to the Digital Age. ...
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Vendors shouldn’t let market uncertainties get them down; instead, they should focus their energy on identifying, enabling, and cultivating high-performing channel partners....
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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....
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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...
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In the technology channel, teaching partners ‘how to fish’ means instructing them on how to sell....
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To gauge partner value accurately, vendors need to look beyond loyalty to profitability and wallet share....
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Solution providers know that earning certifications, while important, isn’t the key to producing value; vendors need to step up and re-evaluate channel-program requirements....
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Could this deal be the catalyst that compels IT solution providers and telecommunications companies to come together at long last?...
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Building an enduring business isn’t about magic formulas; it’s about defining value and consistent execution. In other words: effort....
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