Vendors Must Help Partners Differentiate
Establishing a value proposition that sets oneself apart from competitors is the key to cloud success....
Establishing a value proposition that sets oneself apart from competitors is the key to cloud success....
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....
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....
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....
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....
Not being candid – telling partners they’re worth more than they are – is a disservice to everyone in the value chain....
If you follow certain steps, and leverage all the cloud has to offer, very high indeed....
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....
Under the ever-more-popular consumption-based model, paying to unleash software features and functionality is the norm....
A best-in-class pre-sales team anticipates and evaluates customer needs, guides customers’ business transformations, and boosts profitability....
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....
Technology is a tool, just like a hammer or a wrench. Skill lies in the wielder of the tool, value in what gets built....