Examining the Wisdom and Purpose of Incumbency Protection
Vendors should make account protection an earned reward, not a guarantee...
01
Jun 2020
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26
May 2020
Reviving the 100-Mile Channel Concept
As disease and technology conspire to keep people separated, the local channel has the potential to bring vendors, partners, and customers closer together. ...
27
Apr 2020
Add Fiscal Health to Partner Attributes
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. ...
13
Apr 2020
Virtual Partner Connections Require Objectives, Structure
Vendors need more than just collaboration platforms; they need insights and strategies to make the tools more effective....
30
Mar 2020
Strategic Planning for Beyond the Curve
As economic conditions get tougher, vendors should look at investing in the COVID-19 recovery in the second half of the year....
25
Mar 2020
2112 Survey: Channel Chiefs Feel the Impact of COVID-19
Our exclusive survey finds channel executives are responding to the immediate and long-term ramifications of the pandemic’s disruptions. ...
16
Mar 2020
The Danger of a Recurring-Revenue Bubble
Long-term nontransferable licenses are imposing undue risk on partners that can sell only short-term contracts to their customers....
09
Mar 2020
Channels in the Time of Coronavirus
Precautions to stop the virus’s spread will cause short-term disruptions and long-term changes to the way vendors go to market....
24
Feb 2020
Measure and Report What Matters to Management
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....
10
Feb 2020
Channel Chiefs Welcome the Return of the VAR
The annual 2112 Channel Chief Outlook report finds vendors are turning back to resellers as they look to partners to resell services....
03
Feb 2020
Future Channel Strategies Start with Newton’s Laws
If channel professionals want to prepare for future market conditions, they must start leaving their past behind....
13
Jan 2020
Combating Channel Blindness Through Substitution
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....