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Strategy

06 Apr 2021

Post-COVID: Looking Forward to a Return to Normalcy

Larry Walsh

Channel, Featured, Strategy

Channelnomics’ new report shows how the channel is planning for the post-pandemic economy....

24 Mar 2021

Choice Point: Should Vendors Expand Inside Sales?

Larry Walsh

Best Practices, Business, Channel, Featured, Industry Trends, Strategy

The pandemic showed that selling through inside and virtual sales works. The question is whether to increase capacity even if it conflicts with channel partners. ...

22 Mar 2021

Synnex-Tech Data Merger Reflects Distribution’s Evolution

Larry Walsh

Best Practices, Business, Channel, Featured, Industry Trends, Strategy

The real story isn’t distribution consolidation; it’s evolving capabilities and value propositions ...

04 Feb 2021

Muted Optimism Holds Sway Among Channel Professionals

Larry Walsh

Best Practices, Business, Channel, Featured, Industry Trends, Strategy

Pandemic fuels transformation and adjusted expectations, according to 2021 Channel Chief Outlook report...

28 Jan 2021

Solution Providers Anticipate Brighter Days Ahead

Chris Gonsalves

Business, Channel, Featured, Industry Trends, Strategy

Partners say they’re already delivering quality as a value proposition; they need help mitigating risks to enable growth....

26 Oct 2020

Customer Experience Expectations Requires More Than Mandates

Larry Walsh

Best Practices, Business, Channel, Featured, Industry Trends, Strategy

Partners say they’re already delivering quality as a value proposition; they need help mitigating risks to enable growth....

14 Jul 2020

Getting Honest About Partner Certifications and Differentiation

Larry Walsh

Best Practices, Business, Channel, Featured, Strategy

Partner training and enablement are essential, but vendors need to do better in defining and measuring the true value of these programs. ...

11 Jun 2020

Big Idea: Expand Enablement to Everyone

Larry Walsh

Best Practices, Business, Channel, Featured, Strategy

Making training available to everyone will cultivate a strong, capable labor pool while showing empthy to partners and their families. ...

01 Jun 2020

Examining the Wisdom and Purpose of Incumbency Protection

Larry Walsh

Best Practices, Business, Channel, Featured, Industry Trends, Strategy

Vendors should make account protection an earned reward, not a guarantee...

26 May 2020

Reviving the 100-Mile Channel Concept

Larry Walsh

Best Practices, Business, Channel, Featured, Strategy

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

Larry Walsh

Best Practices, Business, Channel, Featured, Strategy

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

Larry Walsh

Best Practices, Business, Channel, Featured, Strategy

Vendors need more than just collaboration platforms; they need insights and strategies to make the tools more effective....

Services help technology vendors maximize the potential value of their channel programs. These services deliver on specific strategic needs, regardless of size, geographic location, or vertical.

Optimize Your Success

Intelligence enables fact-based decision-making by providing market-trend data that can be converted into practice.

Convert Insight To Action

Products enable clients to initiate strategic plans and engage in repeatable processes for achieving goals and accelerating short- and long-term value.

Improve Your Performance

Quarterly Reports, Custom Research and other Strategic Content, including various White Papers and eBooks, available for purchase or complimentary download.

Explore Our Collection

Many of the blogs we write are sparked by discussions we have with our clients, partners, colleagues and friends. They offer best practices and strategic guidance from our perspective - while representing the voices of vendors and solution providers.

Scroll Through Our Blog

Post-COVID: Looking Forward to a Return to Normalcy

HP’s Mary Beth Walker on Data-Driven Channels

Choice Point: Should Vendors Expand Inside Sales?

Synnex-Tech Data Merger Reflects Distribution’s Evolution

Gaining Exec Support for Channels

That three-step process is more than a tagline: it's how we approach each client engagement. Our goal is to deliver outcomes for vendors and partners through our portfolio of products and services. Every time.

Find Out More

Strategy

Post-COVID: Looking Forward to a Return to Normalcy

Choice Point: Should Vendors Expand Inside Sales?

Synnex-Tech Data Merger Reflects Distribution’s Evolution

Muted Optimism Holds Sway Among Channel Professionals

Solution Providers Anticipate Brighter Days Ahead

Customer Experience Expectations Requires More Than Mandates

Getting Honest About Partner Certifications and Differentiation

Big Idea: Expand Enablement to Everyone

Examining the Wisdom and Purpose of Incumbency Protection

Reviving the 100-Mile Channel Concept

Add Fiscal Health to Partner Attributes

Virtual Partner Connections Require Objectives, Structure

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Services help technology vendors maximize the potential value of their channel programs. These services deliver on specific strategic needs, regardless of size, geographic location, or vertical. Optimize Your Success

Intelligence enables fact-based decision-making by providing market-trend data that can be converted into practice. Convert Insight To Action

Products enable clients to initiate strategic plans and engage in repeatable processes for achieving goals and accelerating short- and long-term value. Improve Your Performance

Quarterly Reports, Custom Research and other Strategic Content, including various White Papers and eBooks, available for purchase or complimentary download. Explore Our Collection

Many of the blogs we write are sparked by discussions we have with our clients, partners, colleagues and friends. They offer best practices and strategic guidance from our perspective - while representing the voices of vendors and solution providers. Scroll Through Our Blog

That three-step process is more than a tagline: it's how we approach each client engagement. Our goal is to deliver outcomes for vendors and partners through our portfolio of products and services. Every time. Find Out More

Strategy

Services help technology vendors maximize the potential value of their channel programs. These services deliver on specific strategic needs, regardless of size, geographic location, or vertical.

Optimize Your Success

Intelligence enables fact-based decision-making by providing market-trend data that can be converted into practice.

Convert Insight To Action

Products enable clients to initiate strategic plans and engage in repeatable processes for achieving goals and accelerating short- and long-term value.

Improve Your Performance

Quarterly Reports, Custom Research and other Strategic Content, including various White Papers and eBooks, available for purchase or complimentary download.

Explore Our Collection

Many of the blogs we write are sparked by discussions we have with our clients, partners, colleagues and friends. They offer best practices and strategic guidance from our perspective - while representing the voices of vendors and solution providers.

Scroll Through Our Blog

That three-step process is more than a tagline: it's how we approach each client engagement. Our goal is to deliver outcomes for vendors and partners through our portfolio of products and services. Every time.

Find Out More