The Ill-Founded Temptation of Going Direct
Channel partners have many shortcomings and problems, but value to vendors and their go-to-market strategies isn’t among them. ...
21
Oct 2019
Channel
30
Sep 2019
Podcast: Turning Partners Into ‘Imagineers’
Nina Harding, Google’s global chief of partner strategy and programs, joins POD2112 to talk about how Google’s legacy of innovation is helping to make solution providers “imagineers” that devise new ideas, craft new solutions, and create new services in and around the Google Cloud. ...
24
Sep 2019
We Don’t Have Partnerships; We Have Relationships
Vendors need to recognize that they don’t have channel partnerships, but relationships that need cultivation and support to generate returns on investment....
16
Sep 2019
Podcast: IoT Managed Services
Channel chief Amy Luby joins POD2112 to talk about the unfolding opportunities and potential in IoT managed services. ...
09
Sep 2019
The Deceptive Power of a Few Good Partners
Focusing on a handful of partners often comes with unforeseen costs....
03
Sep 2019
5 of the Most Overhyped Channel Trends
These trends and ideas are much discussed and unnecessarily generate a disproportionate reaction by channel chiefs....
05
Aug 2019
Performance Baselines Can’t Wait
Channel chiefs need to create known starting points when measuring the performance of their programs and partners over time....
29
Jul 2019
Podcast: Limitless IoT Opportunities
Eric Hembree, director of IoT at Ingram Micro, is leading the charge in developing the IoT channel. Hembree joins Pod2112 to discuss the current and future state of the IoT market and channel. ...
23
Jul 2019
What If the Channel Went Away?
Eliminating channels from the go-to-market equation is a means of validating partnership value....
09
Jul 2019
Special Edition Podcast: Evolving Channels in the Digital Age
In this special edition of Pod2112 features highlights of the discussion with Alyssa Fitzpatrick of Microsoft, Nick Tidd of Poly, Darren Bibby of DocuSign, and Chris Jones of AT&T....
08
Jul 2019
Giving Customers Choice in Buying
Vendors can sell direct to customers, but they need to make the rules of engagement clear to partners....
26
Jun 2019
Podcast: Smart Office Furniture Channels
Jennifer McCready, manager of global channel development at office furniture manufacturer Steelcase, joins POD2112 to talk about the evolution of office furniture and the potential for crossover collaboration in the technology channel. ...