Vendors need to recognize that they don’t have channel partnerships, but relationships that need cultivation and support to generate returns on investment....
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Focusing on a handful of partners often comes with unforeseen costs....
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These trends and ideas are much discussed and unnecessarily generate a disproportionate reaction by channel chiefs....
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Channel chiefs need to create known starting points when measuring the performance of their programs and partners over time....
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Eliminating channels from the go-to-market equation is a means of validating partnership value....
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Vendors can sell direct to customers, but they need to make the rules of engagement clear to partners....
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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....
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That problem isn’t partner discounting; it’s the special pricing imposed by sales reps who want to win on price and not value. ...
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The annual conference by Baptie & Co. proves once again why it’s the center of collaboration and networking for channel professionals....
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Technology interdependencies and customers’ need for multivendor solutions are making technology vendors suppliers and resellers simultaneously....
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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....
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If vendors want well-performing channel programs, they must seek out and remove the friction caused by complexity....
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