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....
Vendors that know how to interact with and incent influencers will have an edge over those relying only on badged resellers....
To help the channel fulfill its cost containment role, vendors need to focus more on partners’ selling skills and effort. ...
To help partners stay relevant, vendors need to guide them on what to sell – and how to stop selling products that are becoming obsolete ...
To stay innovative, solution providers need guidance from vendors on how to leverage the informational resources at their fingertips....
Thought leaders discuss Amazon, channel sales strategies, cloud computing, distribution, and more at the West Coast event....
Joint business planning can go a long way toward creating harmony between direct-sales teams and the channel....
Partners speak out on the best vendor channel programs and the vendors that offer the best opportunity for growth. ...
The acquisition, a bellwether of things to come in the two-tier channel, will allow both companies to capitalize on emerging technologies such as IoT....
Channel partners are moderating performance expectations amid a shifting technology market, but still expect growth this year....
Don’t ask partners to change all by themselves; ask them to evolve with your support and guidance....
The channel should take some pages from the playbook of the Super Bowl LI champions....
Selling solutions is about more than vending a hodgepodge of products; it’s about pulling those products together in a purposeful way to produce desired business outcomes....