Insights

This report by Channelnomics, combining survey results and additional research, illustrates the evolution of distribution’s role from underrated to essential in channel and GTM strategies.

The drugmaker has made a strategic decision to transition away from IT consultants and integrators to build and manage its own systems.

An inside look at how technology services distributors (TSDs) are evolving to become services sales powerhouses.

Vendors are looking to create distribution programs similar to their partner programs to bring order to their two-tier relationships; programs, though, may not always be the best answer.

In this comprehensive guide, we explore the policies and procedures for selling software and SaaS through the marketplaces of major hyperscalers such as AWS, Microsoft Azure, and GCP.

Partner programs are a matrix of complex relationships and interdependencies. Managing the intricacies and expectations of one-to-one partnerships is challenging enough. Understanding and engaging with large partner ecosystems multiplies the communication complexity exponentially.

Steele will replace channel veteran Jeff Sharritts, lead the integration of Splunk’s partners into the Cisco program, and help transform Cisco’s positioning as a software and service vendor.

At its Xperience24 conference, Genesys emphasized to customers that its partners are the source of true value in the adoption of its customer experience platform.

Volini and her team have transformed the vendor into a ‘partner-first’ organization committed to promoting the value and success of its resellers, implementors, MSPs, and application developers.

The HP Future Ready AI MasterClass will provide resellers and integrators in the Amplify partner program with the fundamental training for selling and supporting artificial intelligence products.

The string of announcements made at Red Hat Summit 2024 is reflective of how vendors are increasing collaboration with peers to leverage respective strengths and create value-accreting products.

An expert partner panel at the ServiceNow Knowledge 2024 conference advises enterprises to stop thinking about risk management as an inhibitor and turn it into a business enabler.

Rather than reaching for incentives and money to motivate partners, partnership leaders should focus on the things that remove friction from the go-to-market relationship.

Kaseya calls its Kaseya 365 model a ‘game-changer’ that gives MSPs an economical one-stop shop. Others say it won’t change the nature of managed services significantly.

Channel partners are poised to increase investment in their businesses in 2024, focusing on sales growth, marketing initiatives, technical capabilities, and portfolio expansion.

Chipmaker’s strategic partnerships, advanced hardware, and open-platform approach drive the future of enterprise artificial intelligence.

Many people in the channel are in a hurry to get things done. When given a task, the first thing channel pros often do is jump into “solve mode,” which is quickly followed by “action mode” to make the task happen as quickly as possible.

Success selling through hyperscaler marketplaces isn’t automatic; it requires planning, investment, and effort. Here are some tips for maximizing their value return.

SAP credits its partner ecosystem with creating systems that generate value and maintain customer demand for its cloud-based products.

Channelnomics has identified seven significant challenges that will impede the adoption of artificial intelligence systems. The good news? They’re also great opportunities for vendors and partners.

Microsoft will allow partners, under certain conditions, to transfer cloud subscriptions to other partners, relieving the financial risk incurred on defective accounts.

Channel influencers hold significant sway over partner perceptions and customer purchasing decisions, making it crucial for vendors to identify these key players and understand their motivations to leverage their influence and drive channel sales effectively.

Channelnomics introduces CAPTURE, a framework that emphasizes the need for continuous customer engagement through feedback on service utilization, the activation of unrecognized benefits, and the correction of unmet expectations.

At Channel Focus Virtual, three partnership experts offer advice on building effective strategies that result in higher outcomes with GSIs.

Sustainability is becoming a significant criterion in customers’ supplier and product selection processes, and vendors like HP are making being sustainable a part of their channel programs.