Vendors often start channel transformation processes with the notion that they need more and new partners. They might, but they truly won’t know for sure until they define what they need to do to address market opportunities....
Read MoreRead More
Transactional products are losing value, and that means vendors must get more creative in how they approach the market with commoditized products. ...
Read MoreRead More
With strategic investments, vendors can steer partner conversations away from margins and monetary incentives....
Read MoreRead More
Channel consolidation is causing partners to think more about their valuations. Consequently, they’re dropping transactional, low-margin products to bolster their bottom lines, and that has consequences for vendors....
Read MoreRead More
Toni Clayton-Hine joins Pod2112 to discuss brand building and brand management, sharing what every company needs to know about the power of brand....
Read MoreRead More
Having great products and channel programs isn’t enough to entice partners. Vendors need to define why partners should engage with them if they want robust and productive channels....
Read MoreRead More
Rod Baptie, president of Baptie & Co., has long talked about the potential power of specialized channel partners. Even with this influx of non-traditional partners, he believes the IT channel is still in the early days of leveraging specialized channels....
Read MoreRead More
Companies that built the various IT industry segments could always rely on knowing their competition would look and act more or less like them, but that’s no longer true....
Read MoreRead More
Reading is the means to lifelong learning. Here are a dozen thought-provoking books that channel leaders and business executives should read this summer....
Read MoreRead More
Cloud services require applications to deliver value. Independent software vendors (ISVs) are leveraging cloud providers as a primary channel to market. Vendors and ISVs need strategies for capitalizing on cloud marketplaces....
Read MoreRead More
Chris Rimer, vice president of IBM’s North America Cloud Ecosystems for Business Partners & Channels, joins Pod2112 to talk about the evolving nature of cloud partnerships, alliances, and go-to-market strategies....
Read MoreRead More
Management often challenges channel chiefs to prove the ROI of the channel in a straightforward formula – how many dollars will return to us for every dollar spent? – but channel ROI isn’t that simple...
Read MoreRead More