3 Words to Describe the Channel
Many people are bullish on the channel’s value and contributions to the Digital Age. ...
30
Jan 2017
Featured
23
Jan 2017
Getting to the Root of Why Channel Problems Happen
To find out the ‘real’ reasons behind our indirect-sales woes, we need to embrace the inquisitiveness of our inner child and repeatedly ask why....
19
Jan 2017
The ‘Real’ Cloud Conversation to Have With Partners
The message vendors need to convey to partners has little to do with reselling cloud products; it’s all about leveraging the cloud to make businesses more efficient, agile, and competitive....
16
Jan 2017
Getting Partners to See Beyond Paychecks
With some guidance, vendors can show partners that the key to high performance is building value, not one’s salary....
09
Jan 2017
Rethinking Certifications as Primary Education
In some quarters, a college degree is becoming more important, but it might be time to rethink how we train people to enter the workforce and deploy increasingly pervasive automated systems....
05
Jan 2017
The Coming Security Gold Rush and Pitfall
The Russian hacking scandal will likely trigger increased interest in security technology and spending. While more security spending is a good thing, thoughtless spending could lead to a backlash....
03
Jan 2017
7 Channel Resolutions for 2017
Vendors shouldn’t let market uncertainties get them down; instead, they should focus their energy on identifying, enabling, and cultivating high-performing channel partners....
19
Dec 2016
17 Channel Predictions for 2017
2112 looks into its crystal ball of trends to devine what’s instore for vendors, distributors and partners operating in the channel over the next 12 months....
12
Dec 2016
Show, Don’t Tell, Cloud Future
Cloud computing isn’t a product; it’s an enabler of value-based outcomes. ...
06
Dec 2016
Amazon Go Foreshadows the ‘Experience Channel’
The latest thing from Amazon – a revamped bricks-and-mortar user experience – demonstrates the shift from what technology is to what technology can do to make our lives richer....
30
Nov 2016
Setting and Resetting Partner Expectations
It’s completely reasonable for vendors to raise the bar a little higher for partners each year, but setting unrealistic goals can push partners away and into the arms of competitors....
21
Nov 2016
Vendors: Resist Pushing Partners Into Security
Solution providers that jump into a market where they have limited expertise can do more harm than good....