Vendors talk about the need for transformation, but many companies wait too long to make necessary changes to remain competitive and relevant because they lack the courage to take risks....
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Channel chiefs should define the key performance indicators that measure the operational effectiveness and success factors before someone else defines it for them....
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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. ...
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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. ...
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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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