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Featured

Dangers of Lowest-Price, Technically Acceptable

Larry Walsh

Featured, Industry Trends

The government is eliminating purchasing exceptions with its new standard. Such notions may seem economical but run the risk of driving out innovation and true value. It’s a dangerous standard for everyone who may consider it. ...

Internet of Things Isn’t About Devices

Larry Walsh

Featured, Industry Trends

The IoT trend is for real, but applications, not hardware, live at its core, opening the way to a ‘brave new world’ of rich data and actionable intelligence....

Elon Musk’s Sales Vision Is a Channel Challenge

Larry Walsh

Channel, Featured

Tesla wants to bypass auto dealers and sell its ‘green’ cars direct, but Dell and others offer ample proof that the channel is needed, no matter the industry....

Good Partners Produce, Great Partners Contribute

Larry Walsh

Channel, Featured

Vendors often see positive returns from partners as a good indicator of value. But they need to look at how much partners give back without consuming costly resources. Contributing partners have greater value, and there’s a way to quantify who they are. ...

5 Reasons the Channel Matters in the Cloud Era

Larry Walsh

Channel, Featured, Strategy

Cloud vendors still need channel partners to boost sales, cut costs, educate customers, and support their offerings....

M&As Speak Volumes on Industry Evolution

Larry Walsh

Business, Featured

We often hear about channel consolidation, but consolidation is happening at the vendor level, too, and it’s mostly a result of the shift from conventional products to services-based offerings....

Planning for Growth Means Planning for Shrinkage

Larry Walsh

Best Practices, Featured

Growth planning is more than just thinking about selling more. It’s about recalibrating product and revenue mixes, making adjustments and moving the business higher. ...

The Myth of 100 Percent Channel

Larry Walsh

Best Practices, Channel, Featured

Many vendors tout their commitment to the indirect sales model and even go so far as to say they’re 100 percent channel. It’s a nice sentiment, but nowhere near reality....

The Lifestyle VAR Definition Is Wrong

Larry Walsh

Channel, Featured

For years, the channel community has berated and discounted the so-called “lifestyle VAR” as a no-ambition, self-sustaining business that doesn’t contribute to growth. The industry got it wrong and, in fact, should be embracing the people and businesses that call the channel a lifestyle....

Putting Business Transformation Into Action

Larry Walsh

Best Practices, Featured

Before transformation can begin, the business must first assess where it stands and what’s happening in the market around it, and decide where it wants to go....

To Gain Success, Embrace Failure

Larry Walsh

Best Practices, Featured

Fear of failure is often a deterrent to innovation, investment and growth....

Services help technology vendors maximize the potential value of their channel programs. These services deliver on specific strategic needs, regardless of size, geographic location, or vertical.

Optimize Your Success

Intelligence enables fact-based decision-making by providing market-trend data that can be converted into practice.

Convert Insight To Action

Quarterly Reports, Custom Research and other Strategic Content, including various White Papers and eBooks, available for purchase or complimentary download.

Explore Our Collection

Many of the blogs we write are sparked by discussions we have with our clients, partners, colleagues and friends. They offer best practices and strategic guidance from our perspective - while representing the voices of vendors and solution providers.

Scroll Through Our Blog

Microsoft’s Alyssa Fitzpatrick on Flipping the Co-Selling Model

AppSmart’s Renee Bergeron on the Evolution of Channel Marketplaces

Harvard Business School’s Frank Cespedes on How to Sell in a World That Never Stops Changing

CyCognito’s Lori Cornmesser on Channel Chiefs Starting Over

Don’t Write Off Distribution Too Quickly

That three-step process is more than a tagline: it's how we approach each client engagement. Our goal is to deliver outcomes for vendors and partners through our portfolio of products and services. Every time.

Find Out More

Featured

Dangers of Lowest-Price, Technically Acceptable

Internet of Things Isn’t About Devices

Elon Musk’s Sales Vision Is a Channel Challenge

Good Partners Produce, Great Partners Contribute

M&As Speak Volumes on Industry Evolution

Planning for Growth Means Planning for Shrinkage

The Myth of 100 Percent Channel

The Lifestyle VAR Definition Is Wrong

Putting Business Transformation Into Action

To Gain Success, Embrace Failure

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Services help technology vendors maximize the potential value of their channel programs. These services deliver on specific strategic needs, regardless of size, geographic location, or vertical. Optimize Your Success

Intelligence enables fact-based decision-making by providing market-trend data that can be converted into practice. Convert Insight To Action

Quarterly Reports, Custom Research and other Strategic Content, including various White Papers and eBooks, available for purchase or complimentary download. Explore Our Collection

Many of the blogs we write are sparked by discussions we have with our clients, partners, colleagues and friends. They offer best practices and strategic guidance from our perspective - while representing the voices of vendors and solution providers. Scroll Through Our Blog

That three-step process is more than a tagline: it's how we approach each client engagement. Our goal is to deliver outcomes for vendors and partners through our portfolio of products and services. Every time. Find Out More

Featured

Services help technology vendors maximize the potential value of their channel programs. These services deliver on specific strategic needs, regardless of size, geographic location, or vertical.

Optimize Your Success

Intelligence enables fact-based decision-making by providing market-trend data that can be converted into practice.

Convert Insight To Action

Quarterly Reports, Custom Research and other Strategic Content, including various White Papers and eBooks, available for purchase or complimentary download.

Explore Our Collection

Many of the blogs we write are sparked by discussions we have with our clients, partners, colleagues and friends. They offer best practices and strategic guidance from our perspective - while representing the voices of vendors and solution providers.

Scroll Through Our Blog

That three-step process is more than a tagline: it's how we approach each client engagement. Our goal is to deliver outcomes for vendors and partners through our portfolio of products and services. Every time.

Find Out More