Good Channel Programs Don’t Come Cheap
Spending on channels isn’t a guarantee of success, but starving programs almost always guarantees disappointment....
21
Jan 2019
Channel
16
Jan 2019
Podcast: Building Better Backup Channels
Carmen Sorice joins Pod2112 to talk about his mission and plans at Commvault, and to share some of the lessons he’s learned through his years of working in the channel. ...
14
Jan 2019
Everything Sounds Reasonable in a Bubble
Experience is a tremendous guide to go-to-market strategy development, but it’s no substitute for data....
07
Jan 2019
6 Resolutions for Better-Performing Channels
The beginning of a new year draws two kinds of people: those seeking better-performing channels and those promising faster results. Rather than falling for the hype of acceleration, consider these six tried-and-true resolutions for getting better channel results. ...
17
Dec 2018
Hope and Optimism in 2019
Changes are coming, due in large part to the impact of technology evolution delivered by vendors and channel partners. We can and should look forward to the future with optimism....
05
Dec 2018
Podcast: Artificial Intelligence in Sales Management
Vijay Sundaram, Chief Strategy Officer at Zoho, joins Pod2112 to shed more light on how artificial intelligence and automation will improve the way businesses manage sales and customer relationships....
03
Dec 2018
Business Press Overlooks Channel in Microsoft’s Value Crowning
When Microsoft surpassed Apple to become the most valuable company in the world, the business press made no mention of partners’ contributions to the company’s success. This slight isn’t uncommon, and it’s something channel chiefs need to counteract....
28
Nov 2018
Podcast: Enabling Partners for the IoT World
Chorus Communications’ Rob Molinaro joins Pod2112 to discuss his company’s IoT initiative, the resources it’s providing partners, and its expectations for getting ahead of the IoT market curve....
26
Nov 2018
7 Things to Tell Partners about Channel Consolidation
Vendor mergers and acquisitions are disruptive to partners for a variety of reasons. Vendors need greater transparency when bringing two companies together. Here are a few tips for what to share with partners during such deals....
14
Nov 2018
Podcast: Producing Great Channel Events
Lori Cornmesser, Infoblox’s vice president of worldwide partner and alliance sales, joins Pod2112 to talk about her first partner summit at Infoblox and what it takes to pull off a great partner event....
12
Nov 2018
Taking Measure of Channel Consolidation
Partners are obsessed with exit strategies, with as many as three out of four MSPs wanting to participate in a merger or acquisition in the next five years. Vendors see channel consolidation as a threat when it’s more likely a benefit....
07
Nov 2018
Podcast: Building New Channel Programs
Sandra Glaser Cheek joins Pod2112 to talk about the new program, the Ciena Partner Network, and what it took to build a channel initiative that’s different from the marketplace standard. ...