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....
Solution providers that jump into a market where they have limited expertise can do more harm than good....
Technology vendors need to help midmarket companies stay competitive by capitalizing on the automation trend....
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....
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. ...
Knowledge is power; the more data you have about end users and partners, the more effective you’ll be at strategizing, communicating, and selling....
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...
In the technology channel, teaching partners ‘how to fish’ means instructing them on how to sell....
To gauge partner value accurately, vendors need to look beyond loyalty to profitability and wallet share....
Vendors may want to focus on their own efforts to drum up business and engage partners instead of trying to steal competitors’ thunder....
Vendors should proceed with caution when going after ‘long-tail’ resellers; they need to seek out the right ones for the right reasons....
Solution providers know that earning certifications, while important, isn’t the key to producing value; vendors need to step up and re-evaluate channel-program requirements....