Trailblazing Specialized Channels

The 2112 Group and Baptie & Co. have partnered to define and expand the evolution of niche and emerging channels with a new research project that culminates in the new Specialized Channel Focus conference....

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Making Cloud Money Is Hard and Will Remain So

Cloud computing is the future of the technology marketplace. The services-led, recurring-revenue model is transforming earnings and profit streams. Capitalizing on the cloud opportunity isn’t easy for vendors or partners. By Larry Walsh Escaping the cloud is practically an impossibility. End users are increasing spending on...

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Partners Look Inward for Sales, Growth

In 2016, solution providers are turning to existing customers to drive sales growth. For many partners and some vendors, this is good news as it could expedite short-term revenue, but it’s not necessarily good news for the long term. Here’s what vendors need to know....

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