Insights

The general partner outlook for 2021 is best described as muted. While 70% of partners expect growth of 5% or more, that’s 25 points lower than pre-pandemic expectations.

Chad Cardenas of TSG joins Channelnomics’ Changing Channels host Larry Walsh to discuss his model for getting partners to put skin in the game of startup technology companies through investments and channel commitments.

Meaghan Sullivan, Global Vice President of Partner Marketing & Mid-Market at SAP, joins Changing Channels to talk about Rising Up to Marketing Transformation.

Lori Cornmesser, VP Global Channel Sales at Infoblox, joins Changing Channels to talk about forging powerful connections in a virtual world.

HP Amplify Impact, which launches Feb. 11, 2021, is a new program to support the mission of becoming the world’s most sustainable and just technology company by 2030.

Pandemic fuels transformation and adjusted expectations, according to 2021 Channel Chief Outlook report

Services are endemic to the channel – particularly on the small-business level. The average SMB-oriented solution provider earns as much as 60% of its gross revenue from managed or professional services. Cloud computing – infrastructure and application services – make up another 15% of the revenue mix.

Partners say they’re already delivering quality as a value proposition; they need help mitigating risks to enable growth.

The year 2020 was forecasted by Channelnomics, formerly The 2112 Group, to be a year of “entrenchment,” with channel players facing the dual headwinds of commoditization and price erosion.

As vendors look ahead to the rest of 2021 and beyond, their channel chiefs are acting on the realization that COVID-19 has changed business models irreversibly.

The name change reflects the evolution of our mission and services to our valued clients.

Today’s solution providers have a lot of options when it comes to choosing vendor partners. At a time when high-caliber technology solutions are plentiful, partners can afford to be more discerning.

Channel research is replete with analysis on the effects of the cloud adoption boom on solutions and services providers. But there’s a blind spot.

For our “B2B Influencer Success Factors” research, The 2112 Group steps outside the traditional channel to probe the oft-ignored ecosystem of non-transacting, informal partners who act as friends of the brand.

Technology is making the world move faster through analytics and automation. Businesses and individuals leverage the power of cloud computing and collaboration tools to interact without meeting face to face.

Joseph Landes, Chief Revenue Officer at Nerdio, joins POD2112 to discuss getting more MSPs into cloud services.

Technology companies and their channel partners continue to deal with myriad far-reaching effects of the novel coronavirus.

Tiffani Bova, global customer growth and innovation evangelist at Salesforce, joins POD2112 to talk about the changing nature of sales and growth during and after COVID-19.

Fred Voccola, CEO of managed service tool provider Kaseya, says MSPs are resilient to economic downturns, but he cautions that the world is experiencing depression-like economic conditions that will adversely affect MSPs as much as their customers.

Market development funds (MDF) and co-op marketing – foundational elements of vendors’ indirect-sales efforts – have been around as long as the technology channel itself. Yet these marketing initiatives generally lack clarity and standardization across the board.

Technology vendors recognize the importance of ease of doing business with partners, yet they often make their programs and interactions needlessly complex, which costs them tremendously in terms of partner productivity and alignment

Referral programs are more than opportunistic sales leads. Robust referral channel programs produce better sales opportunities that close faster and at higher values.

In the past few weeks, technology companies and their channel partners have been wrestling with the immediate and far-reaching effects of the novel coronavirus.

SolarWinds’ Tim Brown, vice president of security architecture, joins POD2112 to discuss the security implications of work-from-home and how MSPs are coping with this surge in demand for support.

Karl Fahrbach, chief partner officer at SAP, joins POD2112 to discuss the customer-centric model, how it applies to channels, and why it’s important even as the world deals with the COVID-19 pandemic.