Change Is a Threat Until It’s Not
For guidance on what to do when change comes a-calling, look no further than Chuck Robbins, Satya Nadella, Ginni Rometty, and Mark Hurd...
Read MoreRead More
28
Jan 2019
Business
21
Jan 2019
Good Channel Programs Don’t Come Cheap
Spending on channels isn’t a guarantee of success, but starving programs almost always guarantees disappointment....
Read MoreRead More
14
Jan 2019
Everything Sounds Reasonable in a Bubble
Experience is a tremendous guide to go-to-market strategy development, but it’s no substitute for data....
Read MoreRead More
07
Jan 2019
6 Resolutions for Better-Performing Channels
The beginning of a new year draws two kinds of people: those seeking better-performing channels and those promising faster results. Rather than falling for the hype of acceleration, consider these six tried-and-true resolutions for getting better channel results. ...
Read MoreRead More
17
Dec 2018
Hope and Optimism in 2019
Changes are coming, due in large part to the impact of technology evolution delivered by vendors and channel partners. We can and should look forward to the future with optimism....
Read MoreRead More
03
Dec 2018
Business Press Overlooks Channel in Microsoft’s Value Crowning
When Microsoft surpassed Apple to become the most valuable company in the world, the business press made no mention of partners’ contributions to the company’s success. This slight isn’t uncommon, and it’s something channel chiefs need to counteract....
Read MoreRead More
26
Nov 2018
7 Things to Tell Partners about Channel Consolidation
Vendor mergers and acquisitions are disruptive to partners for a variety of reasons. Vendors need greater transparency when bringing two companies together. Here are a few tips for what to share with partners during such deals....
Read MoreRead More
12
Nov 2018
Taking Measure of Channel Consolidation
Partners are obsessed with exit strategies, with as many as three out of four MSPs wanting to participate in a merger or acquisition in the next five years. Vendors see channel consolidation as a threat when it’s more likely a benefit....
Read MoreRead More
07
Nov 2018
Podcast: Building New Channel Programs
Sandra Glaser Cheek joins Pod2112 to talk about the new program, the Ciena Partner Network, and what it took to build a channel initiative that’s different from the marketplace standard. ...
Read MoreRead More
05
Nov 2018
Looking for Uncomfortable Partners
Vendors and distributors need to seek out partners that are willing to take risks and break from conventional trends to address emerging and future market opportunities. ...
Read MoreRead More
29
Oct 2018
In Defense of Distribution’s Future
Many people openly question the viability of distribution in a future market dominated by services and recurring-revenue models. Services will dominate, but we’ll always have product to move, and distribution is already evolving to avoid the death so frequently predicted. ...
Read MoreRead More
24
Oct 2018
Podcast: Consequences of Channel Conflict
Atrion CEO Pat Grillo joins Pod2112 to share his story and discuss what vendors need to know about the consequences of channel conflict from a partner’s perspective....
Read MoreRead More