Podcast: Managed Services’ Staying Power
Michael George joins Pod2112 to talk about the staying power of managed services in an increasingly complex world....
28
Mar 2018
Strategy
21
Feb 2018
New 2112 Research: Vendors, Partners Optimistic in 2018
According to 2112’s annual Channel Forecast study and new Channel Chief Outlook report, vendors and partners are optimistic about growing sales in 2018. Yet the data suggests optimism shouldn’t come without concerns. ...
15
Feb 2018
Podcast: Unpacking the Data from 2112’s Channel Forecast and Channel Chief Outlook Studies
2112’s Larry Walsh and Chris Gonsalves break down all the intelligence in this data-fueled edition of Pod2112. ...
07
Feb 2018
Podcast: Growth through Acquisition
In the last two years, Erwin has grown by leaps and bounds in terms of capabilities and revenue through the purchase of companies with complementary technology. The strategy is paying off and, as CEO Adam Famularo shares, shows the results of strategic acquisition planning. ...
31
Jan 2018
Podcast: Evolving Anti-Distributors
Pax8’s Chief Channel Officer and Co-Founder Ryan Walsh joins Pod2112 to talk about the emergence of what some call “anti-distributors” plying a new course in distribution. ...
29
Jan 2018
Transformation Is Everyone’s Job, but Maybe Not Yours
Vendors are increasingly concerned that partners aren’t evolving to meet future market needs. The concern is real, but the responsibility to transform partners is not the vendors’. ...
24
Jan 2018
Podcast: Spinning Out to Success
Unitrends MSP CEO Mike Sanders joins Pod2112 to talk about spinoffs as a development and growth strategy....
22
Jan 2018
Embracing the Compulsory Partner
Customers may force vendors to sell through a preferred supplier, creating an uncomfortable and seemingly valueless temporary relationship. However, compulsory partners are opportunities to expand sales after the initial shotgun deal....
16
Jan 2018
Partners Just Don’t Invest in Their Businesses
Vendors and service providers selling into the channel often wonder why they hit strong resistance even when they demonstrate high ROI potential. The simple answer: Most partners are risk-averse. ...
08
Jan 2018
The Growing Influence and Value of ISVs
For today’s vendor, partnering with ISVs means expanding market reach and increasing the likelihood of satisfying customer needs....
25
Oct 2017
Podcast: Avoiding Cloud Commoditization
Mike Gold, CEO of Intermedia, joins Pod2112 to discuss what it takes to beat back commoditization and maintain profitability for vendors and partners alike....
23
Oct 2017
Channel Programs Aren’t Ecosystems, They’re Planetary Systems
An astronomy analogy is quite appropriate when discussing vendor-partner relationships; think of vendors as stars that need to maintain just-right conditions to keep partners in their orbit....