Sales, Not Technology, Is Your Partners’ Problem
In the technology channel, teaching partners ‘how to fish’ means instructing them on how to sell....
In the technology channel, teaching partners ‘how to fish’ means instructing them on how to sell....
To gauge partner value accurately, vendors need to look beyond loyalty to profitability and wallet share....
Vendors may want to focus on their own efforts to drum up business and engage partners instead of trying to steal competitors’ thunder....
Vendors should proceed with caution when going after ‘long-tail’ resellers; they need to seek out the right ones for the right reasons....
Solution providers know that earning certifications, while important, isn’t the key to producing value; vendors need to step up and re-evaluate channel-program requirements....
Could this deal be the catalyst that compels IT solution providers and telecommunications companies to come together at long last?...
The line of demarcation between managed and cloud services is blurring fast – and is virtually invisible already on solution provider balance sheets....
Building an enduring business isn’t about magic formulas; it’s about defining value and consistent execution. In other words: effort....
Vendor earnings put it on a course for cloud nine. ...
2112’s new Channel IQ quiz allows you to test your general knowledge of channel functions, operations and partner management....
Solution providers have high hopes for the remainder of the year, but hiring woes and a lack of self-investment could dampen their outlook....
Cloud computing in the channel focuses largely on commodity services....