The Danger of a Recurring-Revenue Bubble
Long-term nontransferable licenses are imposing undue risk on partners that can sell only short-term contracts to their customers.
Channels in the Time of Coronavirus
Precautions to stop the virus’s spread will cause short-term disruptions and long-term changes to the way vendors go to market.
Measure and Report What Matters to Management
One in four channel chiefs struggle to demonstrate the value of their partner programs to senior executives; a large part of that challenge is getting on the same page in terms of language and metrics.
Channel Chiefs Welcome the Return of the VAR
The annual 2112 Channel Chief Outlook report finds vendors are turning back to resellers as they look to partners to resell services.
Future Channel Strategies Start with Newton’s Laws
If channel professionals want to prepare for future market conditions, they must start leaving their past behind.