Independent, Self-Driven Partners Start with Vendor Culture
Vendors must create a culture and go-to-market models that reward sales reps and encourage channel partners to be independent....
11
Feb 2019
Channel
06
Feb 2019
Podcast: Channel Investment Imperative
Channel veteran Frank Rauch joins Pod2112 to discuss the need for vendors to invest in their channel programs and partners....
05
Feb 2019
Vendors Need to Prequalify 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....
30
Jan 2019
Podcast: Automation to Humanize
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....
28
Jan 2019
Change Is a Threat Until It’s Not
For guidance on what to do when change comes a-calling, look no further than Chuck Robbins, Satya Nadella, Ginni Rometty, and Mark Hurd...
21
Jan 2019
Good Channel Programs Don’t Come Cheap
Spending on channels isn’t a guarantee of success, but starving programs almost always guarantees disappointment....
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....