Many resellers and service providers don’t have the cash reserves to weather a prolonged economic downturn, revealing how finances are just as important as technical certifications. ...
Vendors need more than just collaboration platforms; they need insights and strategies to make the tools more effective....
As economic conditions get tougher, vendors should look at investing in the COVID-19 recovery in the second half of the year....
Our exclusive survey finds channel executives are responding to the immediate and long-term ramifications of the pandemic’s disruptions. ...
Long-term nontransferable licenses are imposing undue risk on partners that can sell only short-term contracts to their customers....
Precautions to stop the virus’s spread will cause short-term disruptions and long-term changes to the way vendors go to market....
One in four channel chiefs struggle to demonstrate the value of their partner programs to senior executives; a large part of that challenge is getting on the same page in terms of language and metrics....
The annual 2112 Channel Chief Outlook report finds vendors are turning back to resellers as they look to partners to resell services....
If channel professionals want to prepare for future market conditions, they must start leaving their past behind....
Many vendors’ management and investors fail to see the value contributed by partners; taking partners out of the equation can help them see more clearly....
Here are four lessons vendors and channel chiefs can reflect upon while thinking of their strategies for 2020 and beyond....
New 2112 research finds that defined missions and formal structures make referral programs more consistent and valuable to vendors and partners....