channel business Tag

Good Partners Produce, Great Partners Contribute

Vendors often see positive returns from partners as a good indicator of value. But they need to look at how much partners give back without consuming costly resources. Contributing partners have greater value, and there’s a way to quantify who they are. ...

Free Is Never a Value Statement

Microsoft giving away unlimited cloud storage and the ongoing cloud pricing wars are doing a disservice to the industry by telling customers that these products and services have no value. ...

The Lifestyle VAR Definition Is Wrong

For years, the channel community has berated and discounted the so-called “lifestyle VAR” as a no-ambition, self-sustaining business that doesn’t contribute to growth. The industry got it wrong and, in fact, should be embracing the people and businesses that call the channel a lifestyle....