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....
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....
Reading is the means to lifelong learning. Here are a dozen thought-provoking books that channel leaders and business executives should read this summer....
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....
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....
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...
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....
Success never comes without tough choices. Surprisingly, choosing to win often requires making counterintuitive and courageous decisions....
Alex Hart, a veteran executive of such vendors as Symantec, VMware, and Verizon Enterprise, joins Pod2112 to talk about the partnering fundamentals that remain unchanged amid disruptive technology trends....
Transformational trends are driving vendors to rethink their channel programs, but channel chiefs struggle with finding the right starting point. The answer: Start at the end and work backward....
Tina Gravel, senior vice president of channels and alliances at co-location vendor Cyxtera says, vendors are paying partners for access to customers, and traditional incentives like deal registration work well in this context. ...
Vendors often complain that fulfillment partners get paid too much for doing too little. They’re missing the point of fulfillment and overlooking the value these partners deliver. ...