Vendors Shouldn’t Gloss Over Partners’ Relative Value
Not being candid – telling partners they’re worth more than they are – is a disservice to everyone in the value chain....
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02
Oct 2017
Strategy
19
Sep 2017
How High Can You Fly in the Cloud?
If you follow certain steps, and leverage all the cloud has to offer, very high indeed....
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18
Sep 2017
The Debate Over Fleecing and Fair Market Value
Is there a fine line between taking what you can get and taking advantage? When you consider the importance of a “delightful” customer experience, maybe the line isn’t so fine after all....
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12
Sep 2017
Tesla’s Software Update Reveals Shape of New Economy
Under the ever-more-popular consumption-based model, paying to unleash software features and functionality is the norm....
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05
Sep 2017
Stop Leading with Product and Deliver Better Outcomes
Technology is a tool, just like a hammer or a wrench. Skill lies in the wielder of the tool, value in what gets built....
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30
Aug 2017
Podcast: Retail Evolution
Office Depot’s Janet Schijns joins Pod2112 to talk about the changing market landscape and how smart retailers are evolving to remain competitive and relevant. ...
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14
Aug 2017
“Channel” Is a Business Term, Not a Tech One
Vendors need to broaden their interpretation of the channel and consider all of their route-to-market options....
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07
Aug 2017
Living in the Future, Breaking from the Past
If Abraham Lincoln was correct when he said, “The best way to predict your future is to create it,” then more people need to get to the whiteboard – fast – because the future is now. ...
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10
Jul 2017
Transformation Takes Courage
Vendors talk about the need for transformation, but many companies wait too long to make necessary changes to remain competitive and relevant because they lack the courage to take risks....
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12
Jun 2017
Futurecasting Channels Starts with Understanding Existing Partners
Everyone knows the IT market is changing, and that will cause changes in the channel’s composition. Plotting the channel’s future state requires understanding the capabilities and capacities of existing partners. ...
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01
May 2017
Making Partner-Originated Sales a KPI
To help the channel fulfill its cost containment role, vendors need to focus more on partners’ selling skills and effort. ...
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11
Apr 2017
Helping Partners to Stop Being Unproductive
To help partners stay relevant, vendors need to guide them on what to sell – and how to stop selling products that are becoming obsolete ...
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