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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Knowledge is power; the more data you have about end users and partners, the more effective you’ll be at strategizing, communicating, and selling....
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Vendors need to help convince enterprises to leverage channel-led business process outsourcing to avoid dealing with the IT talent shortage and make their businesses more efficient...
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In the technology channel, teaching partners ‘how to fish’ means instructing them on how to sell....
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To gauge partner value accurately, vendors need to look beyond loyalty to profitability and wallet share....
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