Podcast: Deceiving Hackers
Carolyn Crandall, chief deception officer and chief marketing officer at Attivo Networks, joins Pod2112 to talk about how distributed detection can make enterprise security more effective. ...
16
May 2018
Channel
14
May 2018
Managed Services Are Strong, but Could Be Much Stronger
Once vendors stop playing catch-up and solution providers approach managed services strategically, not opportunistically, the full potential of the recurring revenue model can be realized....
07
May 2018
7 Open Secrets of the Channel’s Long Tail
The channel has a love-hate relationship with the long tail, mostly because of misconceptions about the composition and dynamics of low-performing partners. Here are 7 common misconceptions or overlooked facts about the channel’s long tail. ...
02
May 2018
Podcast: Privacy in the Age of Social Media and Big Data
Raj Goel, CTO and co-founder of security MSP Brainlink, joins Pod2112 to discuss how we can regulate how companies gather and use personal data without crippling the ability to gather raw material for beneficial technologies such as Big Data....
30
Apr 2018
Gamification Is Coming to the Channel, and It’s Overdue
Many vendors are looking to rate their partners based on points earned in their programs. This kind of gamification and transparency is long overdue in the channel and could provide the added incentive to spur greater partner investment....
25
Apr 2018
Podcast: Changing Channels: The Rise of Automated Marketplaces in B2B Sales
Research VP Chris Gonsalves talks with the paper's author, 2112 CEO and Chief Analyst Larry Walsh, about ADS’ potential impact on the existing channel and vendor go-to-market models, and how vendors should plan for this disruptive but potentially lucrative trend....
23
Apr 2018
‘The Amazon Effect’ Is Coming to the Channel
Automated digital sales – selling through marketplaces like Amazon, for example – will soon become a major source of indirect revenue for technology vendors. Now is the time for vendors to start preparing for this inevitable shift in selling....
18
Apr 2018
Podcast: Digestible Security Awareness Training
Zack Schuler joins Pod2112 to discuss how innovative approaches to security awareness training can yield better results. ...
16
Apr 2018
Vendors Adopting Digital Sales Face a First-Mover Disadvantage
Marketplaces and e-commerce are opening potentially lucrative sales channels for vendors. But automated digital sales channels don’t come without risks, and some vendors may find themselves initially at a disadvantage. ...
11
Apr 2018
Podcast: ‘The Excellence Dividend’
Tom Peters joins Pod2112 to talk about “The Excellence Dividend,” why soft skills are more important in business than hard skills, why execution is more important than analysis, and how managers and companies need to slow down to truly reach their potential for excellence. ...
04
Apr 2018
Podcast: Creating Frictionless Partnerships
Rodolpho Cardenuto joins Pod2112 to talk about what it means to create and maintain frictionless channel programs....
02
Apr 2018
With Renewals, It’s Probably a Good Idea to Pay the Partner
Vendors often question the reason for compensating partners on renewals. The truth: When not appropriately compensated, partners have many options that aren’t in favor of the vendor....