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. ...
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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....
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At times like these, vendors should invest more – not less – in building their channel resources....
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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...
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Expecting more from partners may create some unwanted buzz initially, but it’ll prevent stagnation and stimulate growth in the long run....
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Vendors often clamor to stand alongside partners in sales conversations, and that’s often not necessary and – at times – counterproductive....
Read MoreRead MoreTesla 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....
Read MoreRead MoreMany 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....
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