2019 Channel Lessons for the Next Decade
Here are four lessons vendors and channel chiefs can reflect upon while thinking of their strategies for 2020 and beyond....
17
Dec 2019
Channel
20
Nov 2019
Podcast: Making Partners Profit-Independent
Chris Lamborn, head of worldwide partner go-to-market and programs at NetApp, joins POD2112 to explain the strategy and potential benefits of partner profitability independence....
18
Nov 2019
Making Referrals More Than Opportunistic
New 2112 research finds that defined missions and formal structures make referral programs more consistent and valuable to vendors and partners....
04
Nov 2019
Podcast: Reorganizing Large Organizations
Stephanie Dismore, managing director of HP’s newly created North America market, joins POD2112 to talk about the changes and what it takes to reshape a giant global organization....
23
Oct 2019
Podcast: Leveraging Partner Referrals
Bill Vander Vennet, national referral program director at TBI, joins POD2112 to talk about the value and power of referral programs for everyone in the go-to-market chain....
21
Oct 2019
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. ...
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....