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....
Read MoreRead More
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....
Read MoreRead More
Not being candid – telling partners they’re worth more than they are – is a disservice to everyone in the value chain....
Read MoreRead More
If you follow certain steps, and leverage all the cloud has to offer, very high indeed....
Read MoreRead More
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....
Read MoreRead More
Under the ever-more-popular consumption-based model, paying to unleash software features and functionality is the norm....
Read MoreRead More
A best-in-class pre-sales team anticipates and evaluates customer needs, guides customers’ business transformations, and boosts profitability....
Read MoreRead More
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....
Read MoreRead More
Technology is a tool, just like a hammer or a wrench. Skill lies in the wielder of the tool, value in what gets built....
Read MoreRead More
Getting out in front of success measures minimizes the potential of having others misinterpret channel value. ...
Read MoreRead More
Vendors need to broaden their interpretation of the channel and consider all of their route-to-market options....
Read MoreRead More
If Abraham Lincoln was correct when he said, “The best way to predict your future is to create it,” then more people need to get to the whiteboard – fast – because the future is now. ...
Read MoreRead More