Insights

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.

Mitigation measures are revealing providers’ strengths, weaknesses, and opportunities. IT By Design CEO Sunny Kaila joins POD2112 to discuss how MSPs are coping with COVID-19’s fallout.

Meaghan Sullivan, head of global partner marketing and SME at SAP. joins POD2112 to share what’s happening on the channel marketing front lines and how the coronavirus could reshape marketing strategies in the long run.

Frank Vitagliano, CEO, Global Technology Distribution Council, joins POD2112 to discuss the evolving value of distribution and how distributors will remain relevant in the service era.

Ranking incentives through best worst scaling with utility scores normalized to total 100, we found that instant cash rewards topped the list, followed by discounts for future purchase, free products, and free shipping.

In any given year, as many as one-quarter of channel professionals struggle to demonstrate or justify the value of channel programs and indirect routes to markets to their executive and management teams.

2112 asked channel chiefs and professionals what are the most effective channel program elements that drive partner performance (sales, revenue, channel ROI). The results come from the 2112 Channel Chief Outlook: 2020 Edition.

CoreKinect CEO and co-founder Assar Badri and president and chief strategist John Horn join Pod2112’s Larry Walsh to discuss the smarter way to design and build IoT devices and systems.

Jason Bystrak, vice president of the cloud business unit at D&H, joins POD2112 to discuss the massive channel opportunity in XaaS and how vendors and solution providers can participate in the multibillion opportunity.