Getting Honest About Partner Certifications and Differentiation
Partner training and enablement are essential, but vendors need to do better in defining and measuring the true value of these programs. ...
14
Jul 2020
Strategy
11
Jun 2020
Big Idea: Expand Enablement to Everyone
Making training available to everyone will cultivate a strong, capable labor pool while showing empthy to partners and their families. ...
01
Jun 2020
Examining the Wisdom and Purpose of Incumbency Protection
Vendors should make account protection an earned reward, not a guarantee...
26
May 2020
Reviving the 100-Mile Channel Concept
As disease and technology conspire to keep people separated, the local channel has the potential to bring vendors, partners, and customers closer together. ...
27
Apr 2020
Add Fiscal Health to Partner Attributes
Many resellers and service providers don’t have the cash reserves to weather a prolonged economic downturn, revealing how finances are just as important as technical certifications. ...
13
Apr 2020
Virtual Partner Connections Require Objectives, Structure
Vendors need more than just collaboration platforms; they need insights and strategies to make the tools more effective....
30
Mar 2020
Strategic Planning for Beyond the Curve
As economic conditions get tougher, vendors should look at investing in the COVID-19 recovery in the second half of the year....
25
Mar 2020
2112 Survey: Channel Chiefs Feel the Impact of COVID-19
Our exclusive survey finds channel executives are responding to the immediate and long-term ramifications of the pandemic’s disruptions. ...
16
Mar 2020
The Danger of a Recurring-Revenue Bubble
Long-term nontransferable licenses are imposing undue risk on partners that can sell only short-term contracts to their customers....
09
Mar 2020
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....
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....