Microsoft Shows Cloud Revenue Doesn’t Come Easy
Vendor earnings put it on a course for cloud nine. ...
21
Jul 2016
best practices Tag
04
Apr 2016
Admitting to Security Failure
As security spending continues to increase, and keeping systems secure becomes more complex, solution providers need to buy into a more well-rounded approach to helping end users....
22
Feb 2016
2016 Channel Forecast: Confidence Is Extraordinarily High
Solution providers have high hopes for the remainder of the year, but hiring woes and a lack of self-investment could dampen their outlook....
02
Nov 2015
HP Split a Tribute to Leadership, Business Planning
Under the careful direction of CEO Meg Whitman, Hewlett-Packard has become two separate entities....
12
Oct 2015
‘Trustworthiness’ Critical When Sizing Up Vendors
2112 research reveals that security resellers look beyond product quality when assessing vendor merit....
31
Aug 2015
Summer is Over, and It’s Time to Start Planning
We may still have one-third of the year left to go, but it’s not too early to start making business plans for 2016....
20
Jul 2015
Uber Underscores Need to Embrace Change Agents
The rideshare service’s legal battles are hitting home a major point in the technology channel....
06
Jul 2015
Getting Better Channel Results Beyond Top Partners
Focusing on a few top partners will get results, but it may keep you from reaching your maximum channel sales potential. ...
13
May 2015
Moving Partners from ‘Trusted Advisors’ to ‘Trusted Providers’
End users want more than advice about technology; they want partners to take the IT helm so they can focus on what they do best....
06
Apr 2015
The Myth of Needing to Be ‘In the Room’
Vendors often clamor to stand alongside partners in sales conversations, and that’s often not necessary and – at times – counterproductive....
25
Feb 2015
Vendors Bear Responsibility for Evolving the Channel
Vendors get frustrated about partners’ slow pace of evolution, but that doesn’t absolve them of their responsibility to show solution providers the way to future business models and opportunities. ...
Planning Is Only Half of the Success Equation
Vendors like to talk about joint business planning with partners, but solution providers say vendors often fail to follow through on their obligations. Success is a combination of planning and commitment to reaching goals. ...