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....
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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. ...
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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....
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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. ...
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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’. ...
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Unitrends MSP CEO Mike Sanders joins Pod2112 to talk about spinoffs as a development and growth strategy....
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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....
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Vendors and distributors, says PlanetOne Communications CEO Ted Schuman, should establish standards and instill performance expectations in their cloud channel programs. ...
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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. ...
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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....
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For today’s vendor, partnering with ISVs means expanding market reach and increasing the likelihood of satisfying customer needs....
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Sammy Kinlaw joins Pod2112 to discuss how services are enhancing and opening opportunities for partners that sell and support traditional hardware products....
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