The Ill-Founded Temptation of Going Direct
Channel partners have many shortcomings and problems, but value to vendors and their go-to-market strategies isn’t among them. ...
21
Oct 2019
Featured
24
Sep 2019
We Don’t Have Partnerships; We Have Relationships
Vendors need to recognize that they don’t have channel partnerships, but relationships that need cultivation and support to generate returns on investment....
09
Sep 2019
The Deceptive Power of a Few Good Partners
Focusing on a handful of partners often comes with unforeseen costs....
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....