Solution Providers Getting Smarter in Sales
Solution providers are getting smarter and more deliberate about the sales process and generating better results....
16
Apr 2015
Channel
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....
18
Mar 2015
Diminishing Partner Loyalty Is the Global Warming of the Channel
The channel moves at a glacial pace; and while we know certain change is happening, it takes a long time to actually see it....
05
Mar 2015
The Channel Is Improving Financially and Operationally
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....
25
Feb 2015
Vendors Bear Responsibility for Evolving the Channel
Vendors get frustrated about partners’ slow pace of evolution, but that doesn’t absolve them of their responsibility to show solution providers the way to future business models and opportunities. ...
04
Feb 2015
Big Data Is Real Big Immature Opportunity
Big Data promises to transform business decision-making for the better. Yet solution providers and end users say the technology and support processes are largely immature. Vendors need to rethink their Big Data strategies to get to the promised big outcome. ...
Most Admired Channel Vendors of 2014
Technology stalwarts continue to stand strong; hot security technologies don’t gain vendors entrance to coveted top spots....
Planning Is Only Half of the Success Equation
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. ...
Elon Musk’s Sales Vision Is a Channel Challenge
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....
Good Partners Produce, Great Partners Contribute
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. ...
Free Is Never a Value Statement
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. ...