Frank Cespedes joins Channelnomics’ Changing Channels host Larry Walsh to talk about effective sales and channel strategies in the post-pandemic economy. ...
Vendors say the value distribution brings to the go-to-market equation is waning, but the reality is far more nuanced....
The $100 million fund is more about research and development as the collaboration platform face slowing growth, increased competition....
Channelnomics’ new report shows how the channel is planning for the post-pandemic economy....
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. ...
The real story isn’t distribution consolidation; it’s evolving capabilities and value propositions ...
Pandemic fuels transformation and adjusted expectations, according to 2021 Channel Chief Outlook report...
Partners say they’re already delivering quality as a value proposition; they need help mitigating risks to enable growth....
Partners say they’re already delivering quality as a value proposition; they need help mitigating risks to enable growth....
Partner training and enablement are essential, but vendors need to do better in defining and measuring the true value of these programs. ...
Making training available to everyone will cultivate a strong, capable labor pool while showing empthy to partners and their families. ...
Vendors should make account protection an earned reward, not a guarantee...