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. ...
30
Aug 2017
Strategy
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....
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. ...
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....
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. ...
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. ...
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 ...
28
Mar 2017
The End-of-the-Quarter Problem Is Real
Exercising patience and looking at customers’ long-term needs will serve vendors better than rushing to the finish line to close sales at the end of a quarter or a month. ...
21
Mar 2017
Instilling R&D Value Among Partners
To stay innovative, solution providers need guidance from vendors on how to leverage the informational resources at their fingertips....
13
Mar 2017
Partners Think Vendors Want To Go Direct
Joint business planning can go a long way toward creating harmony between direct-sales teams and the channel....
13
Feb 2017
Influencing Partners Through Persistent Engagement
Don’t ask partners to change all by themselves; ask them to evolve with your support and guidance....
06
Feb 2017
Winning: The Patriots Way
The channel should take some pages from the playbook of the Super Bowl LI champions....