Podcast: Building New Channel Programs
Sandra Glaser Cheek joins Pod2112 to talk about the new program, the Ciena Partner Network, and what it took to build a channel initiative that’s different from the marketplace standard. ...
07
Nov 2018
channel conflict Tag
24
Oct 2018
Podcast: Consequences of Channel Conflict
Atrion CEO Pat Grillo joins Pod2112 to share his story and discuss what vendors need to know about the consequences of channel conflict from a partner’s perspective....
09
May 2016
As Economy Slows, It’s Time to Double-Down on Partners
At times like these, vendors should invest more – not less – in building their channel resources....
05
Oct 2015
Exit Isn’t Always the Best Strategy
Solution providers are enamored with the idea of exit strategies. Some are even encouraged to think that selling out is their best and only option. But truth be told...
08
Apr 2015
The Necessity of Raising the Stakes
Expecting more from partners may create some unwanted buzz initially, but it’ll prevent stagnation and stimulate growth in the long run....
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....
Elon Musk’s Sales Vision Is a Channel Challenge
Tesla wants to bypass auto dealers and sell its ‘green’ cars direct, but Dell and others offer ample proof that the channel is needed, no matter the industry....
The Myth of 100 Percent Channel
Many vendors tout their commitment to the indirect sales model and even go so far as to say they’re 100 percent channel. It’s a nice sentiment, but nowhere near reality....