Vendors Must Help Partners Differentiate
Establishing a value proposition that sets oneself apart from competitors is the key to cloud success....
04
Dec 2017
Featured
14
Nov 2017
Your Cloud Practice Is Not a Rotisserie Chicken
Far from a set-it-and-forget-it arrangement, recurring-revenue cloud accounts need nurturing and support throughout the life of the contract to maximize profit and value....
13
Nov 2017
Vendors Need an Outside-In Approach to Channel Programs
Too often, vendors build programs solely to service their own needs. They need to take more consideration of what partners need and partner business models to drive better channel results....
30
Oct 2017
Stop Bragging About How Many Partners You Have
It’s an old maxim that still holds true today: quality, not quantity. Vendors should stop counting channel partners and start celebrating the high performers....
23
Oct 2017
Channel Programs Aren’t Ecosystems, They’re Planetary Systems
An astronomy analogy is quite appropriate when discussing vendor-partner relationships; think of vendors as stars that need to maintain just-right conditions to keep partners in their orbit....
02
Oct 2017
Vendors Shouldn’t Gloss Over Partners’ Relative Value
Not being candid – telling partners they’re worth more than they are – is a disservice to everyone in the value chain....
19
Sep 2017
How High Can You Fly in the Cloud?
If you follow certain steps, and leverage all the cloud has to offer, very high indeed....
18
Sep 2017
The Debate Over Fleecing and Fair Market Value
Is there a fine line between taking what you can get and taking advantage? When you consider the importance of a “delightful” customer experience, maybe the line isn’t so fine after all....
12
Sep 2017
Tesla’s Software Update Reveals Shape of New Economy
Under the ever-more-popular consumption-based model, paying to unleash software features and functionality is the norm....
11
Sep 2017
Making Money on Pre-Sales Cloud Services
A best-in-class pre-sales team anticipates and evaluates customer needs, guides customers’ business transformations, and boosts profitability....
06
Sep 2017
Channel IQ Lessons from 2112
Quick – what’s an SLA? RMM? Can you name three vendor strategies for mitigating channel conflict? So much to learn. So little time. With 2112, the classroom’s just a mouse click away....
05
Sep 2017
Stop Leading with Product and Deliver Better Outcomes
Technology is a tool, just like a hammer or a wrench. Skill lies in the wielder of the tool, value in what gets built....