Partners Aren’t Like Retail Shoppers
Vendors seeking to spur channel performance need to focus a lot less on compensation and a lot more on ‘ease of doing business.’...
Read MoreRead More
21
Aug 2015
Channel
06
Aug 2015
Channel is Growing and Optimistic
According to our new "2015 Midyear Channel Performance Report," solution providers are expanding at substantial rates even as sales in the rest of the IT market are slowing....
Read MoreRead More
03
Aug 2015
2112 Turns 5 … And Keeps Getting Better
Every business starts with a good idea; a concept for doing something different. Translating vision into reality is often more difficult than how those ideas will unfold in practice. ...
Read MoreRead More
20
Jul 2015
Uber Underscores Need to Embrace Change Agents
The rideshare service’s legal battles are hitting home a major point in the technology channel....
Read MoreRead More
06
Jul 2015
Getting Better Channel Results Beyond Top Partners
Focusing on a few top partners will get results, but it may keep you from reaching your maximum channel sales potential. ...
Read MoreRead More
17
Jun 2015
Economic Uncertainty Creates New Channel Opportunities
It’s tough out there, but vendors should encourage their partners not to fall prey to uncertainty....
Read MoreRead More
16
Apr 2015
Solution Providers Getting Smarter in Sales
Solution providers are getting smarter and more deliberate about the sales process and generating better results....
Read MoreRead More
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....
Read MoreRead More
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....
Read MoreRead More
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....
Read MoreRead More
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....
Read MoreRead 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. ...
Read MoreRead More