Deal Registration is Dying, And That’s Good
As the flawed system fades away, vendors will need to come up with alternate ways to identify, enable, and reward partners and sales influencers....
05
Jun 2017
Channel
26
May 2017
Elevating Channel Effectiveness for the Cloud
Want an engaged channel? First, show partners the benefits of teaming up with you; then train them, communicate with them, measure their performance, and reward them. ...
24
May 2017
Plotting the March to the Cloud
Ingram Micro and 2112 launch the Cloud Altimeter Project, an ongoing effort to measure channel transformation and facilitate partner success in the cloud era. ...
23
May 2017
Scale Matters, but the Channel has Size Limits
Finding that ‘just right’ size for your channel is sure to yield dividends....
15
May 2017
Stop WannaCry? Security Training is the Answer
Products are only a small piece of the security puzzle; we need to focus more attention on people, policies, and processes....
08
May 2017
Influence Is the Future Partnership
Vendors that know how to interact with and incent influencers will have an edge over those relying only on badged resellers....
01
May 2017
Making Partner-Originated Sales a KPI
To help the channel fulfill its cost containment role, vendors need to focus more on partners’ selling skills and effort. ...
11
Apr 2017
Helping Partners to Stop Being Unproductive
To help partners stay relevant, vendors need to guide them on what to sell – and how to stop selling products that are becoming obsolete ...
21
Mar 2017
Instilling R&D Value Among Partners
To stay innovative, solution providers need guidance from vendors on how to leverage the informational resources at their fingertips....
16
Mar 2017
Meet Me at the 20th Anniversary Channel Focus
Thought leaders discuss Amazon, channel sales strategies, cloud computing, distribution, and more at the West Coast event....
13
Mar 2017
Partners Think Vendors Want To Go Direct
Joint business planning can go a long way toward creating harmony between direct-sales teams and the channel....
06
Mar 2017
The Votes Are in for the Best Channel Programs of 2017
Partners speak out on the best vendor channel programs and the vendors that offer the best opportunity for growth. ...