Resist The Urge to Sell More Product
Transactional products are losing value, and that means vendors must get more creative in how they approach the market with commoditized products. ...
20
Aug 2018
Featured
06
Aug 2018
Enablement Is More Important Than Margins
With strategic investments, vendors can steer partner conversations away from margins and monetary incentives....
30
Jul 2018
Envisioning a Future Without Transactional Partners
Channel consolidation is causing partners to think more about their valuations. Consequently, they’re dropping transactional, low-margin products to bolster their bottom lines, and that has consequences for vendors....
24
Jul 2018
Vendors Have to Sell Partners on the ‘Why’
Having great products and channel programs isn’t enough to entice partners. Vendors need to define why partners should engage with them if they want robust and productive channels....
16
Jul 2018
Vendors: Your Competitors Are Changing
Companies that built the various IT industry segments could always rely on knowing their competition would look and act more or less like them, but that’s no longer true....
02
Jul 2018
12 Books Most People Won’t Bring to the Beach
Reading is the means to lifelong learning. Here are a dozen thought-provoking books that channel leaders and business executives should read this summer....
25
Jun 2018
Clouds Are Fast Becoming an ISV Channel
Cloud services require applications to deliver value. Independent software vendors (ISVs) are leveraging cloud providers as a primary channel to market. Vendors and ISVs need strategies for capitalizing on cloud marketplaces....
18
Jun 2018
Channel ROI Isn’t Always ‘Dollars In, Dollars Out’ Equation
Management often challenges channel chiefs to prove the ROI of the channel in a straightforward formula – how many dollars will return to us for every dollar spent? – but channel ROI isn’t that simple...
11
Jun 2018
Finding Courage to Adopt Winning Strategies
Success never comes without tough choices. Surprisingly, choosing to win often requires making counterintuitive and courageous decisions....
04
Jun 2018
Relaunching Channels? Start With the Customer
Transformational trends are driving vendors to rethink their channel programs, but channel chiefs struggle with finding the right starting point. The answer: Start at the end and work backward....
29
May 2018
Fulfillment Partners’ Value Is Overlooked, Misunderstood
Vendors often complain that fulfillment partners get paid too much for doing too little. They’re missing the point of fulfillment and overlooking the value these partners deliver. ...
21
May 2018
The Channel Population Is Getting Bigger
Several vendors have recently asked 2112 about the total size of the channel. The only answer: It’s big and getting bigger....