Enablement Is More Important Than Margins
With strategic investments, vendors can steer partner conversations away from margins and monetary incentives....
06
Aug 2018
Channel
01
Aug 2018
Podcast: Strategic Decision-Making
Julie Parrish, chief operating officer at RedSeal and a technology industry veteran, joins Pod2112 to talk about the elements of sound decision-making and how managers can make better decisions that result in better outcomes....
30
Jul 2018
Envisioning a Future Without Transactional Partners
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....
25
Jul 2018
Podcast: Brand Power
Toni Clayton-Hine joins Pod2112 to discuss brand building and brand management, sharing what every company needs to know about the power of brand....
24
Jul 2018
Vendors Have to Sell Partners on the ‘Why’
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....
18
Jul 2018
Podcast: Growing Influence of Non-IT Specialized Partners
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....
16
Jul 2018
Vendors: Your Competitors Are Changing
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....
02
Jul 2018
12 Books Most People Won’t Bring to the Beach
Reading is the means to lifelong learning. Here are a dozen thought-provoking books that channel leaders and business executives should read this summer....
25
Jun 2018
Clouds Are Fast Becoming an ISV Channel
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....
20
Jun 2018
Podcast: Evolving Cloud Ecosystems
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....
18
Jun 2018
Channel ROI Isn’t Always ‘Dollars In, Dollars Out’ Equation
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...
13
Jun 2018
Podcast: Making CAMs Cloud Business Development Managers
Carlos Blanco, senior director of Worldwide Cloud Service Providers at Citrix, joins Pod2112 to talk about the need for transforming the role of channel account managers in the cloud computing era....