The message vendors need to convey to partners has little to do with reselling cloud products; it’s all about leveraging the cloud to make businesses more efficient, agile, and competitive....
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With some guidance, vendors can show partners that the key to high performance is building value, not one’s salary....
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In some quarters, a college degree is becoming more important, but it might be time to rethink how we train people to enter the workforce and deploy increasingly pervasive automated systems....
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The Russian hacking scandal will likely trigger increased interest in security technology and spending. While more security spending is a good thing, thoughtless spending could lead to a backlash....
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Vendors shouldn’t let market uncertainties get them down; instead, they should focus their energy on identifying, enabling, and cultivating high-performing channel partners....
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2112 looks into its crystal ball of trends to devine what’s instore for vendors, distributors and partners operating in the channel over the next 12 months....
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Cloud computing isn’t a product; it’s an enabler of value-based outcomes. ...
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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....
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Solution providers that jump into a market where they have limited expertise can do more harm than good....
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Technology vendors need to help midmarket companies stay competitive by capitalizing on the automation trend....
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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....
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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. ...
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