‘Trustworthiness’ Critical When Sizing Up Vendors
2112 research reveals that security resellers look beyond product quality when assessing vendor merit....
12
Oct 2015
Featured
05
Oct 2015
Exit Isn’t Always the Best Strategy
Solution providers are enamored with the idea of exit strategies. Some are even encouraged to think that selling out is their best and only option. But truth be told...
14
Sep 2015
Redefining the Value of Partnership
The 2112 Group releases 2112 Investor, a new service that helps vendors and partners understand the total cost of partnership and relative value of technology channel relationships. ...
31
Aug 2015
Summer is Over, and It’s Time to Start Planning
We may still have one-third of the year left to go, but it’s not too early to start making business plans for 2016....
21
Aug 2015
Partners Aren’t Like Retail Shoppers
Vendors seeking to spur channel performance need to focus a lot less on compensation and a lot more on ‘ease of doing business.’...
06
Aug 2015
Channel is Growing and Optimistic
According to our new "2015 Midyear Channel Performance Report," solution providers are expanding at substantial rates even as sales in the rest of the IT market are slowing....
03
Aug 2015
2112 Turns 5 … And Keeps Getting Better
Every business starts with a good idea; a concept for doing something different. Translating vision into reality is often more difficult than how those ideas will unfold in practice. ...
20
Jul 2015
Uber Underscores Need to Embrace Change Agents
The rideshare service’s legal battles are hitting home a major point in the technology channel....
06
Jul 2015
Getting Better Channel Results Beyond Top Partners
Focusing on a few top partners will get results, but it may keep you from reaching your maximum channel sales potential. ...
17
Jun 2015
Economic Uncertainty Creates New Channel Opportunities
It’s tough out there, but vendors should encourage their partners not to fall prey to uncertainty....
08
Jun 2015
Nothing Trumps Ease of Doing Business
While vendors focus on program structures and incentives, the key to winning partners over is making channel initiatives simple, streamlined, and easy to navigate....
13
May 2015
Moving Partners from ‘Trusted Advisors’ to ‘Trusted Providers’
End users want more than advice about technology; they want partners to take the IT helm so they can focus on what they do best....