Podcast: Unpacking the Data from 2112’s Channel Forecast and Channel Chief Outlook Studies
2112’s Larry Walsh and Chris Gonsalves break down all the intelligence in this data-fueled edition of Pod2112. ...
15
Feb 2018
Channel
12
Feb 2018
6 Questions to Ask Before Starting a Channel Program
Vendors shouldn’t presume they must work with channel partners; they need to define why they need partners and why partners need them. These six questions can shape channel necessity and strategy....
07
Feb 2018
Podcast: Growth through Acquisition
In the last two years, Erwin has grown by leaps and bounds in terms of capabilities and revenue through the purchase of companies with complementary technology. The strategy is paying off and, as CEO Adam Famularo shares, shows the results of strategic acquisition planning. ...
05
Feb 2018
Competition Exacerbates IT Talent Shortage
The U.S. had 6 million unfilled tech jobs last year, many of them among IT resellers and service providers. Competition between vendors and partners makes filling those jobs more difficult....
31
Jan 2018
Podcast: Evolving Anti-Distributors
Pax8’s Chief Channel Officer and Co-Founder Ryan Walsh joins Pod2112 to talk about the emergence of what some call “anti-distributors” plying a new course in distribution. ...
29
Jan 2018
Transformation Is Everyone’s Job, but Maybe Not Yours
Vendors are increasingly concerned that partners aren’t evolving to meet future market needs. The concern is real, but the responsibility to transform partners is not the vendors’. ...
24
Jan 2018
Podcast: Spinning Out to Success
Unitrends MSP CEO Mike Sanders joins Pod2112 to talk about spinoffs as a development and growth strategy....
22
Jan 2018
Embracing the Compulsory Partner
Customers may force vendors to sell through a preferred supplier, creating an uncomfortable and seemingly valueless temporary relationship. However, compulsory partners are opportunities to expand sales after the initial shotgun deal....
17
Jan 2018
Podcast: Cloud Expectations
Vendors and distributors, says PlanetOne Communications CEO Ted Schuman, should establish standards and instill performance expectations in their cloud channel programs. ...
16
Jan 2018
Partners Just Don’t Invest in Their Businesses
Vendors and service providers selling into the channel often wonder why they hit strong resistance even when they demonstrate high ROI potential. The simple answer: Most partners are risk-averse. ...
10
Jan 2018
Podcast: Growing SMBs’ IT Services
Office Depot’s Janet Schijns, executive vice president and chief merchant and services officer, and Michelle Ragusa McBain, director of technology sales and services, join Pod2112 to talk about the growing need and opportunity for business services in the SMB segment....
08
Jan 2018
The Growing Influence and Value of ISVs
For today’s vendor, partnering with ISVs means expanding market reach and increasing the likelihood of satisfying customer needs....