The beginning of a new year draws two kinds of people: those seeking better-performing channels and those promising faster results. Rather than falling for the hype of acceleration, consider these six tried-and-true resolutions for getting better channel results. ...
Read MoreRead More
Vendor mergers and acquisitions are disruptive to partners for a variety of reasons. Vendors need greater transparency when bringing two companies together. Here are a few tips for what to share with partners during such deals....
Read MoreRead More
Partners are obsessed with exit strategies, with as many as three out of four MSPs wanting to participate in a merger or acquisition in the next five years. Vendors see channel consolidation as a threat when it’s more likely a benefit....
Read MoreRead More
Vendors and distributors need to seek out partners that are willing to take risks and break from conventional trends to address emerging and future market opportunities. ...
Read MoreRead More
Many people openly question the viability of distribution in a future market dominated by services and recurring-revenue models. Services will dominate, but we’ll always have product to move, and distribution is already evolving to avoid the death so frequently predicted. ...
Read MoreRead More
Many channel executives believe partner tiers are a thing of the past and replaceable by new systems. Nevertheless, tiers are essential and will persist even as the channel evolves....
Read MoreRead More
Technology vendors are facing the need to change their business and sales models. They find such change is hard because different generations have different attitudes toward how things should be done....
Read MoreRead More
Billions of edge and IoT devices are flooding the Internet. Fog computing offers greater control and management than conventional cloud computing. Getting these devices and services to market is the bigger challenge....
Read MoreRead More
As more partners transform themselves into professional services organizations, vendors will need to adapt to a channel in which loyalty is less important and relevancy is paramount. ...
Read MoreRead More
Microsoft’s launch of its Microsoft Managed Desktop service sent shockwaves through the channel, which is dominated by managed services. Vendors should have managed services, but they need to take partners into consideration. Here’s why. ...
Read MoreRead More
Business intelligence provides clearer pathways to success by reducing decision-making risks. Required is data, and vendors need to develop programs that make information an exchangeable currency with partners and customers. ...
Read MoreRead More
Articulating goals and designing programs strategically can go a long way toward successful partner engagement....
Read MoreRead More