Vendors often start channel transformation processes with the notion that they need more and new partners. They might, but they truly won’t know for sure until they define what they need to do to address market opportunities....
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Transactional products are losing value, and that means vendors must get more creative in how they approach the market with commoditized products. ...
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With strategic investments, vendors can steer partner conversations away from margins and monetary incentives....
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Channel consolidation is causing partners to think more about their valuations. Consequently, they’re dropping transactional, low-margin products to bolster their bottom lines, and that has consequences for vendors....
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Having great products and channel programs isn’t enough to entice partners. Vendors need to define why partners should engage with them if they want robust and productive channels....
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Companies that built the various IT industry segments could always rely on knowing their competition would look and act more or less like them, but that’s no longer true....
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Reading is the means to lifelong learning. Here are a dozen thought-provoking books that channel leaders and business executives should read this summer....
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Cloud services require applications to deliver value. Independent software vendors (ISVs) are leveraging cloud providers as a primary channel to market. Vendors and ISVs need strategies for capitalizing on cloud marketplaces....
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Management often challenges channel chiefs to prove the ROI of the channel in a straightforward formula – how many dollars will return to us for every dollar spent? – but channel ROI isn’t that simple...
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Success never comes without tough choices. Surprisingly, choosing to win often requires making counterintuitive and courageous decisions....
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Transformational trends are driving vendors to rethink their channel programs, but channel chiefs struggle with finding the right starting point. The answer: Start at the end and work backward....
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Vendors often complain that fulfillment partners get paid too much for doing too little. They’re missing the point of fulfillment and overlooking the value these partners deliver. ...
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