The 2112 Group releases 2112 Investor, a new service that helps vendors and partners understand the total cost of partnership and relative value of technology channel relationships. ...
Vendors seeking to spur channel performance need to focus a lot less on compensation and a lot more on ‘ease of doing business.’...
According to our new "2015 Midyear Channel Performance Report," solution providers are expanding at substantial rates even as sales in the rest of the IT market are slowing....
Every business starts with a good idea; a concept for doing something different. Translating vision into reality is often more difficult than how those ideas will unfold in practice. ...
The rideshare service’s legal battles are hitting home a major point in the technology channel....
Focusing on a few top partners will get results, but it may keep you from reaching your maximum channel sales potential. ...
It’s tough out there, but vendors should encourage their partners not to fall prey to uncertainty....
Solution providers are getting smarter and more deliberate about the sales process and generating better results....
Expecting more from partners may create some unwanted buzz initially, but it’ll prevent stagnation and stimulate growth in the long run....
Vendors often clamor to stand alongside partners in sales conversations, and that’s often not necessary and – at times – counterproductive....
The channel moves at a glacial pace; and while we know certain change is happening, it takes a long time to actually see it....
While double-digit growth is impressive, the real indicator of channel health is the number of solution providers growing at rates of 16 percent or more....