Don’t Write Off Distribution Too Quickly
Vendors say the value distribution brings to the go-to-market equation is waning, but the reality is far more nuanced....
27
Apr 2021
Strategy
21
Apr 2021
Zoom’s ISV Investment Aims at Growth Amplification
The $100 million fund is more about research and development as the collaboration platform face slowing growth, increased competition....
06
Apr 2021
Post-COVID: Looking Forward to a Return to Normalcy
Channelnomics’ new report shows how the channel is planning for the post-pandemic economy....
24
Mar 2021
Choice Point: Should Vendors Expand Inside Sales?
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
The real story isn’t distribution consolidation; it’s evolving capabilities and value propositions ...
04
Feb 2021
Muted Optimism Holds Sway Among Channel Professionals
Pandemic fuels transformation and adjusted expectations, according to 2021 Channel Chief Outlook report...
28
Jan 2021
Solution Providers Anticipate Brighter Days Ahead
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
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
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
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
Vendors should make account protection an earned reward, not a guarantee...
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. ...