Pankaj Bengani, the global partnerships lead at Square, joins Pod2112 to discuss how the company recognized its need for channel partners and how it plans to leverage partners’ technical capabilities to facilitate growth....
Kaseya CEO Fred Voccola joins Pod2112 to talk about how his company is finding success with the one-stop-shop approach and how that model will sustain continued growth....
Articulating goals and designing programs strategically can go a long way toward successful partner engagement....
Vendors often start channel transformation processes with the notion that they need more and new partners. They might, but they truly won’t know for sure until they define what they need to do to address market opportunities....
Informatica’s Balaji Subramanian shares insights on how to gain control over the piles of bits and bytes that are the raw fuel for Big Data....
Transactional products are losing value, and that means vendors must get more creative in how they approach the market with commoditized products. ...
Crowdstrike Co-founder and CEO George Kurtz joins Pod2112 to talk about what it took to start his innovative endpoint security company and get it to that unicorn status....
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....
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....
Tina Gravel, senior vice president of channels and alliances at co-location vendor Cyxtera says, vendors are paying partners for access to customers, and traditional incentives like deal registration work well in this context. ...
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. ...
Several vendors have recently asked 2112 about the total size of the channel. The only answer: It’s big and getting bigger....