Partner loyalty is overrated, distracting, and, sometimes, a dangerous metric. Instead, vendors should create economic models and conditions that inspire partners to commit to a common vision....
If vendors want well-performing channel programs, they must seek out and remove the friction caused by complexity....
Sam Errigo, executive vice president of business intelligence services at Konica Minolta, joins POD2112 to talk about the need for copier dealers to adopt managed services and what resources are available to help them make the transition from static support to automated services....
While it’s true that we don’t have time to peruse every e-mail in our inboxes or every document that crosses our desks, we play with fire when we don’t read enough to get the information we need to make sound decisions....
The channel is evolving to include new and diverse routes to market, and it’s all happening in the light of day....
Ingram Micro Cloud’s Renee Bergeron joins POD2112 to reflect on the early days of developing a specialized cloud distribution division, the technology, trends that have changed over the years, and the opportunities and challenges that lie ahead for vendors, solution providers, and end users. ...
The 2019 editions of the Channel Chief Outlook and Channel Forecast reports find the channel will grow this year, but confidence is waning as partner capability concerns mount...
Karl Fahrbach, SAP's chief partner officer, joins POD2112 to provide a first-hand overview of his new role and mission, and to discuss the necessity of having someone in his position....
Presidential hopeful Sen. Elizabeth Warren wants to break up Google, Apple, and Amazon; her agenda will seriously compromise evolving channel marketplaces and routes to market....
Toby Richards, general manager of partner GTM and programs at Microsoft’s One Commercial Partner organization, joins POD2112 to discuss how digital transformation is reshaping channel strategies, relationships, and go-to-market models. ...
Vendors are embracing the agent model, in which partners refer sales opportunities to direct teams or marketplaces, and partners aren’t fooled by what this shift means to them. ...
Riverbed’s Cindy Herndon joins Pod2112 to talk about the development, utilization, and benefits of a virtual channel P&L....