The Necessity of Raising the Stakes
Expecting more from partners may create some unwanted buzz initially, but it’ll prevent stagnation and stimulate growth in the long run....
08
Apr 2015
Strategy
05
Mar 2015
The Channel Is Improving Financially and Operationally
While double-digit growth is impressive, the real indicator of channel health is the number of solution providers growing at rates of 16 percent or more....
Planning Is Only Half of the Success Equation
Vendors like to talk about joint business planning with partners, but solution providers say vendors often fail to follow through on their obligations. Success is a combination of planning and commitment to reaching goals. ...
Free Is Never a Value Statement
Microsoft giving away unlimited cloud storage and the ongoing cloud pricing wars are doing a disservice to the industry by telling customers that these products and services have no value. ...
5 Reasons the Channel Matters in the Cloud Era
Cloud vendors still need channel partners to boost sales, cut costs, educate customers, and support their offerings....