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....
Vendors must create a culture and go-to-market models that reward sales reps and encourage channel partners to be independent....
Channel veteran Frank Rauch joins Pod2112 to discuss the need for vendors to invest in their channel programs and partners....
No company would hire an employee without first checking credentials, background, and capabilities, yet so many vendors allow just any solution provider to join their channel program....
Liz Cope, director of marketing technology and operations at Ingersoll Rand, joins Pod2112 to discuss her perspectives on how automation can give people the time they need for human, personal interactions that make a difference in partner and customer relationships....
For guidance on what to do when change comes a-calling, look no further than Chuck Robbins, Satya Nadella, Ginni Rometty, and Mark Hurd...
Spending on channels isn’t a guarantee of success, but starving programs almost always guarantees disappointment....
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. ...
Experience is a tremendous guide to go-to-market strategy development, but it’s no substitute for data....
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. ...
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....