The Deceptive Power of a Few Good Partners
Focusing on a handful of partners often comes with unforeseen costs....
09
Sep 2019
Featured
03
Sep 2019
5 of the Most Overhyped Channel Trends
These trends and ideas are much discussed and unnecessarily generate a disproportionate reaction by channel chiefs....
05
Aug 2019
Performance Baselines Can’t Wait
Channel chiefs need to create known starting points when measuring the performance of their programs and partners over time....
23
Jul 2019
What If the Channel Went Away?
Eliminating channels from the go-to-market equation is a means of validating partnership value....
08
Jul 2019
Giving Customers Choice in Buying
Vendors can sell direct to customers, but they need to make the rules of engagement clear to partners....
24
Jun 2019
Exploring the Channel’s Future With Wine
The 2112 Group and 360Insights will host leading channel executives at an exclusive retreat to delve into the issues of the evolving industry and business models....
11
Jun 2019
Hello CROs, We Have a Problem
That problem isn’t partner discounting; it’s the special pricing imposed by sales reps who want to win on price and not value. ...
20
May 2019
Channel Focus Provides Opportunity for Sharing
The annual conference by Baptie & Co. proves once again why it’s the center of collaboration and networking for channel professionals....
14
May 2019
Everyone Is a Reseller Now
Technology interdependencies and customers’ need for multivendor solutions are making technology vendors suppliers and resellers simultaneously....
29
Apr 2019
Get a Dog If You Want Loyalty
Partner loyalty is overrated, distracting, and, sometimes, a dangerous metric. Instead, vendors should create economic models and conditions that inspire partners to commit to a common vision....
15
Apr 2019
Ease of Doing Business Starts With Partners
If vendors want well-performing channel programs, they must seek out and remove the friction caused by complexity....
08
Apr 2019
Take the Time to Read; It’s Important
While it’s true that we don’t have time to peruse every e-mail in our inboxes or every document that crosses our desks, we play with fire when we don’t read enough to get the information we need to make sound decisions....