Show, Don’t Tell, Cloud Future
Cloud computing isn’t a product; it’s an enabler of value-based outcomes. ...
12
Dec 2016
business Tag
30
Nov 2016
Setting and Resetting Partner Expectations
It’s completely reasonable for vendors to raise the bar a little higher for partners each year, but setting unrealistic goals can push partners away and into the arms of competitors....
21
Nov 2016
Vendors: Resist Pushing Partners Into Security
Solution providers that jump into a market where they have limited expertise can do more harm than good....
15
Nov 2016
Increased Business Risks Opening New Automation, Security Opportunities
Technology vendors need to help midmarket companies stay competitive by capitalizing on the automation trend....
19
Oct 2016
Help Partners Know Their Customers Better
Knowledge is power; the more data you have about end users and partners, the more effective you’ll be at strategizing, communicating, and selling....
29
Sep 2016
Sales, Not Technology, Is Your Partners’ Problem
In the technology channel, teaching partners ‘how to fish’ means instructing them on how to sell....
06
Sep 2016
‘Just One More’ Isn’t a Long-Tail Strategy
Vendors should proceed with caution when going after ‘long-tail’ resellers; they need to seek out the right ones for the right reasons....
01
Sep 2016
Partners Want to Sell, and Need Vendors’ Help
Solution providers know that earning certifications, while important, isn’t the key to producing value; vendors need to step up and re-evaluate channel-program requirements....
08
Aug 2016
Tech, Telecom Converge With ScanSource Buying Intelisys
Could this deal be the catalyst that compels IT solution providers and telecommunications companies to come together at long last?...
28
Jun 2016
What’s Your Channel IQ?
2112’s new Channel IQ quiz allows you to test your general knowledge of channel functions, operations and partner management....
22
Jun 2016
Trailblazing Specialized Channels
The 2112 Group and Baptie & Co. have partnered to define and expand the evolution of niche and emerging channels with a new research project that culminates in the new Specialized Channel Focus conference....
10
Nov 2015
Managed Services Are Oversold and Underdelivered
Managed services are driving channel revenue and profitability. They’re just not sending money back to vendors and not producing the full value to customers....
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