As Economy Slows, It’s Time to Double-Down on Partners
At times like these, vendors should invest more – not less – in building their channel resources....
09
May 2016
Channel
04
May 2016
Making Cloud Money Is Hard and Will Remain So
Cloud computing is the future of the technology marketplace. The services-led, recurring-revenue model is transforming earnings and profit streams. Capitalizing on the cloud opportunity isn’t easy for vendors or partners. By Larry Walsh Escaping the cloud is practically an impossibility. End users are increasing spending on...
29
Apr 2016
Partners Look Inward for Sales, Growth
In 2016, solution providers are turning to existing customers to drive sales growth. For many partners and some vendors, this is good news as it could expedite short-term revenue, but it’s not necessarily good news for the long term. Here’s what vendors need to know....
04
Apr 2016
Admitting to Security Failure
As security spending continues to increase, and keeping systems secure becomes more complex, solution providers need to buy into a more well-rounded approach to helping end users....
21
Mar 2016
Cloud Forcing Hardware Vendors to Make Choices
Amazon CTO Werner Vogels admits the cloud provider builds its own servers and reveals how open architectures are more advantageous than buying hardware from traditional vendors. This trend will force hardware vendors and their partners to make choices about their future. ...
15
Mar 2016
Focus Makes ‘Channel Focus’ A Great Event
A common question 2112 clients ask us is: “Who’s doing channel events well?” ...
10
Mar 2016
When It Comes to Growth, Look at What’s Acceptable
2112 research shows that solution providers who set high expectations for growth and performance are better-equipped to turn their aspirations into reality...
03
Mar 2016
The Channel Isn’t the Best Route to Market
Undoubtedly, the indirect-sales model has some flaws, but significant improvement is well within reach....
22
Feb 2016
2016 Channel Forecast: Confidence Is Extraordinarily High
Solution providers have high hopes for the remainder of the year, but hiring woes and a lack of self-investment could dampen their outlook....
28
Jan 2016
Cloud Success Requires Cultivating Cloud Partners
Cloud computing in the channel focuses largely on commodity services....
21
Jan 2016
Low MSP Pricing a Symptom of Larger Problem
A new study by Kaseya finds low pricing is hurting managed service providers’ growth....
11
Jan 2016
Effective, Productive Channels Depend on Great CAMs
The ‘revolving door’ through which CAMs enter and exit hurts vendor-partner relationships and prevents vendors from realizing channel ROI....