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. ...
Here are four lessons vendors and channel chiefs can reflect upon while thinking of their strategies for 2020 and beyond....
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....
New 2112 research finds that defined missions and formal structures make referral programs more consistent and valuable to vendors and partners....
Channel partners have many shortcomings and problems, but value to vendors and their go-to-market strategies isn’t among them. ...
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....
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....
Channel chiefs need to create known starting points when measuring the performance of their programs and partners over time....
Eliminating channels from the go-to-market equation is a means of validating partnership value....
Vendors can sell direct to customers, but they need to make the rules of engagement clear to partners....
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....
That problem isn’t partner discounting; it’s the special pricing imposed by sales reps who want to win on price and not value. ...