Channel Chiefs Welcome the Return of the VAR
The annual 2112 Channel Chief Outlook report finds vendors are turning back to resellers as they look to partners to resell services....
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10
Feb 2020
Channel
06
Feb 2020
Podcast: Monetizing Every Seat With Services
Jason Bystrak, vice president of the cloud business unit at D&H, joins POD2112 to discuss the massive channel opportunity in XaaS and how vendors and solution providers can participate in the multibillion opportunity....
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03
Feb 2020
Future Channel Strategies Start with Newton’s Laws
If channel professionals want to prepare for future market conditions, they must start leaving their past behind....
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22
Jan 2020
Podcast: Returning to the Channel Chief Role
Bill Lipsin, Vice President of Global Channel Sales at Cohesity, joins POD2112 to discuss returning to the channel chief’s chair and the experience of building and launching a reimagined channel program....
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13
Jan 2020
Combating Channel Blindness Through Substitution
Many vendors’ management and investors fail to see the value contributed by partners; taking partners out of the equation can help them see more clearly....
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06
Jan 2020
Podcast: Catching a Growth Trend
Neal Bradbury, vice president of MSP Strategic Partnerships at Barracuda MSP, joins POD2112 to share guiding principles that all vendors can apply in their go-to-market strategies. ...
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17
Dec 2019
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....
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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....
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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....
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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....
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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....
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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. ...
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