Dispelling the ‘Shadow Channels’ Myth
The channel is evolving to include new and diverse routes to market, and it’s all happening in the light of day....
01
Apr 2019
Featured
18
Mar 2019
2112’s New Reports Show Concern About Channel
The 2019 editions of the Channel Chief Outlook and Channel Forecast reports find the channel will grow this year, but confidence is waning as partner capability concerns mount...
11
Mar 2019
The Channel Implications of Breaking Up Big Tech
Presidential hopeful Sen. Elizabeth Warren wants to break up Google, Apple, and Amazon; her agenda will seriously compromise evolving channel marketplaces and routes to market....
25
Feb 2019
A Referral Model by Any Other Name…
Vendors are embracing the agent model, in which partners refer sales opportunities to direct teams or marketplaces, and partners aren’t fooled by what this shift means to them. ...
11
Feb 2019
Independent, Self-Driven Partners Start with Vendor Culture
Vendors must create a culture and go-to-market models that reward sales reps and encourage channel partners to be independent....
05
Feb 2019
Vendors Need to Prequalify Partners
No company would hire an employee without first checking credentials, background, and capabilities, yet so many vendors allow just any solution provider to join their channel program....
28
Jan 2019
Change Is a Threat Until It’s Not
For guidance on what to do when change comes a-calling, look no further than Chuck Robbins, Satya Nadella, Ginni Rometty, and Mark Hurd...
21
Jan 2019
Good Channel Programs Don’t Come Cheap
Spending on channels isn’t a guarantee of success, but starving programs almost always guarantees disappointment....
14
Jan 2019
Everything Sounds Reasonable in a Bubble
Experience is a tremendous guide to go-to-market strategy development, but it’s no substitute for data....
07
Jan 2019
6 Resolutions for Better-Performing Channels
The beginning of a new year draws two kinds of people: those seeking better-performing channels and those promising faster results. Rather than falling for the hype of acceleration, consider these six tried-and-true resolutions for getting better channel results. ...
17
Dec 2018
Hope and Optimism in 2019
Changes are coming, due in large part to the impact of technology evolution delivered by vendors and channel partners. We can and should look forward to the future with optimism....
03
Dec 2018
Business Press Overlooks Channel in Microsoft’s Value Crowning
When Microsoft surpassed Apple to become the most valuable company in the world, the business press made no mention of partners’ contributions to the company’s success. This slight isn’t uncommon, and it’s something channel chiefs need to counteract....