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....
17
Dec 2019
Strategy
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....
05
Aug 2019
Performance Baselines Can’t Wait
Channel chiefs need to create known starting points when measuring the performance of their programs and partners over time....
23
Jul 2019
What If the Channel Went Away?
Eliminating channels from the go-to-market equation is a means of validating partnership value....
08
Jul 2019
Giving Customers Choice in Buying
Vendors can sell direct to customers, but they need to make the rules of engagement clear to partners....
24
Jun 2019
Exploring the Channel’s Future With Wine
The 2112 Group and 360Insights will host leading channel executives at an exclusive retreat to delve into the issues of the evolving industry and business models....
11
Jun 2019
Hello CROs, We Have a Problem
That problem isn’t partner discounting; it’s the special pricing imposed by sales reps who want to win on price and not value. ...
01
Apr 2019
Dispelling the ‘Shadow Channels’ Myth
The channel is evolving to include new and diverse routes to market, and it’s all happening in the light of day....