Influence Is the Future Partnership
Vendors that know how to interact with and incent influencers will have an edge over those relying only on badged resellers....
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08
May 2017
Featured
01
May 2017
Making Partner-Originated Sales a KPI
To help the channel fulfill its cost containment role, vendors need to focus more on partners’ selling skills and effort. ...
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11
Apr 2017
Helping Partners to Stop Being Unproductive
To help partners stay relevant, vendors need to guide them on what to sell – and how to stop selling products that are becoming obsolete ...
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06
Apr 2017
Podcast: Getting Visibility into the Interconnected Future
In this debut episode of the pod2112 podcast, Larry Walsh sits with Ixia’s Lori Cornmesser to discuss how network visibility and security helps partners and enterprises ensure networks deliver the performance needed in the next-generation, cloud-based era....
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03
Apr 2017
We All Need to Delight Customers
‘Delighting’ is the key to transforming customers into advocates and resellers into partners. ...
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28
Mar 2017
The End-of-the-Quarter Problem Is Real
Exercising patience and looking at customers’ long-term needs will serve vendors better than rushing to the finish line to close sales at the end of a quarter or a month. ...
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21
Mar 2017
Instilling R&D Value Among Partners
To stay innovative, solution providers need guidance from vendors on how to leverage the informational resources at their fingertips....
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16
Mar 2017
Meet Me at the 20th Anniversary Channel Focus
Thought leaders discuss Amazon, channel sales strategies, cloud computing, distribution, and more at the West Coast event....
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13
Mar 2017
Partners Think Vendors Want To Go Direct
Joint business planning can go a long way toward creating harmony between direct-sales teams and the channel....
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06
Mar 2017
The Votes Are in for the Best Channel Programs of 2017
Partners speak out on the best vendor channel programs and the vendors that offer the best opportunity for growth. ...
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28
Feb 2017
Tech Data-Avnet Deal Reflects Shifting Distribution Value
The acquisition, a bellwether of things to come in the two-tier channel, will allow both companies to capitalize on emerging technologies such as IoT....
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27
Feb 2017
2112 Channel Forecast Predicts a Good 2017
Channel partners are moderating performance expectations amid a shifting technology market, but still expect growth this year....
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