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. ...
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As the flawed system fades away, vendors will need to come up with alternate ways to identify, enable, and reward partners and sales influencers....
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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. ...
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Ingram Micro and 2112 launch the Cloud Altimeter Project, an ongoing effort to measure channel transformation and facilitate partner success in the cloud era. ...
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Finding that ‘just right’ size for your channel is sure to yield dividends....
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Products are only a small piece of the security puzzle; we need to focus more attention on people, policies, and processes....
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Vendors that know how to interact with and incent influencers will have an edge over those relying only on badged resellers....
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To help the channel fulfill its cost containment role, vendors need to focus more on partners’ selling skills and effort. ...
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To help partners stay relevant, vendors need to guide them on what to sell – and how to stop selling products that are becoming obsolete ...
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To stay innovative, solution providers need guidance from vendors on how to leverage the informational resources at their fingertips....
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Thought leaders discuss Amazon, channel sales strategies, cloud computing, distribution, and more at the West Coast event....
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Joint business planning can go a long way toward creating harmony between direct-sales teams and the channel....
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