Channels in the Time of Coronavirus
Precautions to stop the virus’s spread will cause short-term disruptions and long-term changes to the way vendors go to market....
09
Mar 2020
Strategy
24
Feb 2020
Measure and Report What Matters to Management
One in four channel chiefs struggle to demonstrate the value of their partner programs to senior executives; a large part of that challenge is getting on the same page in terms of language and metrics....
10
Feb 2020
Channel Chiefs Welcome the Return of the VAR
The annual 2112 Channel Chief Outlook report finds vendors are turning back to resellers as they look to partners to resell services....
03
Feb 2020
Future Channel Strategies Start with Newton’s Laws
If channel professionals want to prepare for future market conditions, they must start leaving their past behind....
13
Jan 2020
Combating Channel Blindness Through Substitution
Many vendors’ management and investors fail to see the value contributed by partners; taking partners out of the equation can help them see more clearly....
06
Jan 2020
Podcast: Catching a Growth Trend
Neal Bradbury, vice president of MSP Strategic Partnerships at Barracuda MSP, joins POD2112 to share guiding principles that all vendors can apply in their go-to-market strategies. ...
17
Dec 2019
2019 Channel Lessons for the Next Decade
Here are four lessons vendors and channel chiefs can reflect upon while thinking of their strategies for 2020 and beyond....
20
Nov 2019
Podcast: Making Partners Profit-Independent
Chris Lamborn, head of worldwide partner go-to-market and programs at NetApp, joins POD2112 to explain the strategy and potential benefits of partner profitability independence....
18
Nov 2019
Making Referrals More Than Opportunistic
New 2112 research finds that defined missions and formal structures make referral programs more consistent and valuable to vendors and partners....
21
Oct 2019
The Ill-Founded Temptation of Going Direct
Channel partners have many shortcomings and problems, but value to vendors and their go-to-market strategies isn’t among them. ...
04
Sep 2019
Podcast: Reviving a Brand and Channel
Richard McLeod, global vice president of enterprise software channels at BlackBerry, joins POD2112 to talk about the company’s transformation and evolution, and where it wants to go with partners....
12
Aug 2019
Podcast: Effective Business Strategy
Thomas Jensen, executive vice president of German systems integrator Bechtle and a veteran strategist for Hewlett-Packard and Maersk, joins Pod2112 to share what it takes to understand, build, and execute an effective business strategy....