Show, Don’t Tell, Cloud Future
Cloud computing isn’t a product; it’s an enabler of value-based outcomes. ...
12
Dec 2016
Channel
30
Nov 2016
Setting and Resetting Partner Expectations
It’s completely reasonable for vendors to raise the bar a little higher for partners each year, but setting unrealistic goals can push partners away and into the arms of competitors....
21
Nov 2016
Vendors: Resist Pushing Partners Into Security
Solution providers that jump into a market where they have limited expertise can do more harm than good....
15
Nov 2016
Increased Business Risks Opening New Automation, Security Opportunities
Technology vendors need to help midmarket companies stay competitive by capitalizing on the automation trend....
09
Nov 2016
Embracing the Future of Specialized Channels
The IT market may not be thriving currently when it comes to growth, but technology trends such as cloud and mobile computing, Big Data, and IoT are giving rise to a specialized channel and emerging revenue opportunities....
24
Oct 2016
IoT Attacks Open New Cybersecurity Front
The hacker group Anonymous enlisted millions of insecure IoT devices to launch a massive DDoS attack against the United States. It marked the beginning of a new era of security threats and opportunities. ...
19
Oct 2016
Help Partners Know Their Customers Better
Knowledge is power; the more data you have about end users and partners, the more effective you’ll be at strategizing, communicating, and selling....
07
Oct 2016
Vendors Need to Evangelize Partner Services
Vendors need to help convince enterprises to leverage channel-led business process outsourcing to avoid dealing with the IT talent shortage and make their businesses more efficient...
29
Sep 2016
Sales, Not Technology, Is Your Partners’ Problem
In the technology channel, teaching partners ‘how to fish’ means instructing them on how to sell....
20
Sep 2016
Partner Loyalty Is a Fleeting Target
To gauge partner value accurately, vendors need to look beyond loyalty to profitability and wallet share....
15
Sep 2016
Counter-Marketing at Competitive Events Is a Waste
Vendors may want to focus on their own efforts to drum up business and engage partners instead of trying to steal competitors’ thunder....
06
Sep 2016
‘Just One More’ Isn’t a Long-Tail Strategy
Vendors should proceed with caution when going after ‘long-tail’ resellers; they need to seek out the right ones for the right reasons....