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’. ...
Unitrends MSP CEO Mike Sanders joins Pod2112 to talk about spinoffs as a development and growth strategy....
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....
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. ...
For today’s vendor, partnering with ISVs means expanding market reach and increasing the likelihood of satisfying customer needs....
Mike Gold, CEO of Intermedia, joins Pod2112 to discuss what it takes to beat back commoditization and maintain profitability for vendors and partners alike....
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....
The 451 Group’s Christian Renaud joins Pod2112 to break down the Internet of Things trends and opportunity....
Not being candid – telling partners they’re worth more than they are – is a disservice to everyone in the value chain....
If you follow certain steps, and leverage all the cloud has to offer, very high indeed....
Is there a fine line between taking what you can get and taking advantage? When you consider the importance of a “delightful” customer experience, maybe the line isn’t so fine after all....
Under the ever-more-popular consumption-based model, paying to unleash software features and functionality is the norm....