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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Vendors may want to focus on their own efforts to drum up business and engage partners instead of trying to steal competitors’ thunder....
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Vendors should proceed with caution when going after ‘long-tail’ resellers; they need to seek out the right ones for the right reasons....
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Solution providers know that earning certifications, while important, isn’t the key to producing value; vendors need to step up and re-evaluate channel-program requirements....
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Could this deal be the catalyst that compels IT solution providers and telecommunications companies to come together at long last?...
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The line of demarcation between managed and cloud services is blurring fast – and is virtually invisible already on solution provider balance sheets....
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Building an enduring business isn’t about magic formulas; it’s about defining value and consistent execution. In other words: effort....
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Vendor earnings put it on a course for cloud nine. ...
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2112’s new Channel IQ quiz allows you to test your general knowledge of channel functions, operations and partner management....
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