Sales, Not Technology, Is Your Partners’ Problem
In the technology channel, teaching partners ‘how to fish’ means instructing them on how to sell....
29
Sep 2016
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20
Sep 2016
Partner Loyalty Is a Fleeting Target
To gauge partner value accurately, vendors need to look beyond loyalty to profitability and wallet share....
15
Sep 2016
Counter-Marketing at Competitive Events Is a Waste
Vendors may want to focus on their own efforts to drum up business and engage partners instead of trying to steal competitors’ thunder....
06
Sep 2016
‘Just One More’ Isn’t a Long-Tail Strategy
Vendors should proceed with caution when going after ‘long-tail’ resellers; they need to seek out the right ones for the right reasons....
01
Sep 2016
Partners Want to Sell, and Need Vendors’ Help
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....
08
Aug 2016
Tech, Telecom Converge With ScanSource Buying Intelisys
Could this deal be the catalyst that compels IT solution providers and telecommunications companies to come together at long last?...
02
Aug 2016
Automated Services Dominate the Channel
The line of demarcation between managed and cloud services is blurring fast – and is virtually invisible already on solution provider balance sheets....
25
Jul 2016
No Silver Bullets When It Comes to Tech Success
Building an enduring business isn’t about magic formulas; it’s about defining value and consistent execution. In other words: effort....
21
Jul 2016
Microsoft Shows Cloud Revenue Doesn’t Come Easy
Vendor earnings put it on a course for cloud nine. ...
28
Jun 2016
What’s Your Channel IQ?
2112’s new Channel IQ quiz allows you to test your general knowledge of channel functions, operations and partner management....
22
Feb 2016
2016 Channel Forecast: Confidence Is Extraordinarily High
Solution providers have high hopes for the remainder of the year, but hiring woes and a lack of self-investment could dampen their outlook....
28
Jan 2016
Cloud Success Requires Cultivating Cloud Partners
Cloud computing in the channel focuses largely on commodity services....