‘Trustworthiness’ Critical When Sizing Up Vendors
2112 research reveals that security resellers look beyond product quality when assessing vendor merit....
12
Oct 2015
Channel
05
Oct 2015
Exit Isn’t Always the Best Strategy
Solution providers are enamored with the idea of exit strategies. Some are even encouraged to think that selling out is their best and only option. But truth be told...
14
Sep 2015
Redefining the Value of Partnership
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. ...
21
Aug 2015
Partners Aren’t Like Retail Shoppers
Vendors seeking to spur channel performance need to focus a lot less on compensation and a lot more on ‘ease of doing business.’...
06
Aug 2015
Channel is Growing and Optimistic
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....
03
Aug 2015
2112 Turns 5 … And Keeps Getting Better
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. ...
20
Jul 2015
Uber Underscores Need to Embrace Change Agents
The rideshare service’s legal battles are hitting home a major point in the technology channel....
06
Jul 2015
Getting Better Channel Results Beyond Top Partners
Focusing on a few top partners will get results, but it may keep you from reaching your maximum channel sales potential. ...
17
Jun 2015
Economic Uncertainty Creates New Channel Opportunities
It’s tough out there, but vendors should encourage their partners not to fall prey to uncertainty....
16
Apr 2015
Solution Providers Getting Smarter in Sales
Solution providers are getting smarter and more deliberate about the sales process and generating better results....
08
Apr 2015
The Necessity of Raising the Stakes
Expecting more from partners may create some unwanted buzz initially, but it’ll prevent stagnation and stimulate growth in the long run....
06
Apr 2015
The Myth of Needing to Be ‘In the Room’
Vendors often clamor to stand alongside partners in sales conversations, and that’s often not necessary and – at times – counterproductive....