2112 research shows that solution providers who set high expectations for growth and performance are better-equipped to turn their aspirations into reality...
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Undoubtedly, the indirect-sales model has some flaws, but significant improvement is well within reach....
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Cloud computing in the channel focuses largely on commodity services....
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The ‘revolving door’ through which CAMs enter and exit hurts vendor-partner relationships and prevents vendors from realizing channel ROI....
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Most would agree that this was a transition year. By 2112’s estimation, however, the transformation is still to come. ...
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Managed services are driving channel revenue and profitability. They’re just not sending money back to vendors and not producing the full value to customers....
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Under the careful direction of CEO Meg Whitman, Hewlett-Packard has become two separate entities....
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Solution providers just aren’t selling enough cloud to meet their vendors’ expectations – and with good reason....
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We may still have one-third of the year left to go, but it’s not too early to start making business plans for 2016....
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Vendors seeking to spur channel performance need to focus a lot less on compensation and a lot more on ‘ease of doing business.’...
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The rideshare service’s legal battles are hitting home a major point in the technology channel....
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While vendors focus on program structures and incentives, the key to winning partners over is making channel initiatives simple, streamlined, and easy to navigate....
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