10 KPIs Every Channel Chief Should Use
Channel chiefs should define the key performance indicators that measure the operational effectiveness and success factors before someone else defines it for them....
26
Jun 2017
Channel
21
Jun 2017
Podcast: Graduating from the Channel Ranks
Julie Parrish, a well-known channel veteran and current chief marketing officer of security vendor RedSeal, joins Pod2112 to talk about how channel pros can curate their careers to crossover into non-channel jobs. ...
19
Jun 2017
Amazon is Taking Over the World; Get Used to It
The takeover of Whole Foods by Amazon rattled the retail grocery world, with many predicting legacy supermarkets already lost to the digital behemoth. The tech market is watching wearily as Amazon encroaches on its turf. It’s time to stop fearing Amazon and embrace it. ...
12
Jun 2017
Futurecasting Channels Starts with Understanding Existing Partners
Everyone knows the IT market is changing, and that will cause changes in the channel’s composition. Plotting the channel’s future state requires understanding the capabilities and capacities of existing partners. ...
05
Jun 2017
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....
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 ...