Vendors like to talk about joint business planning with partners, but solution providers say vendors often fail to follow through on their obligations. Success is a combination of planning and commitment to reaching goals. ...
Tesla wants to bypass auto dealers and sell its ‘green’ cars direct, but Dell and others offer ample proof that the channel is needed, no matter the industry....
Vendors often see positive returns from partners as a good indicator of value. But they need to look at how much partners give back without consuming costly resources. Contributing partners have greater value, and there’s a way to quantify who they are. ...
Microsoft giving away unlimited cloud storage and the ongoing cloud pricing wars are doing a disservice to the industry by telling customers that these products and services have no value. ...
Many vendors tout their commitment to the indirect sales model and even go so far as to say they’re 100 percent channel. It’s a nice sentiment, but nowhere near reality....
For years, the channel community has berated and discounted the so-called “lifestyle VAR” as a no-ambition, self-sustaining business that doesn’t contribute to growth. The industry got it wrong and, in fact, should be embracing the people and businesses that call the channel a lifestyle....
