Define Your KPIs Before Someone Does It for You
Getting out in front of success measures minimizes the potential of having others misinterpret channel value. ...
Getting out in front of success measures minimizes the potential of having others misinterpret channel value. ...
Vendors need to broaden their interpretation of the channel and consider all of their route-to-market options....
Channel Maven CEO Heather K. Margolis and 2112’s Larry Walsh talk about how sales and marketing need deep collaboration to create value propositions, generate customer demand and drive channel sales....
If Abraham Lincoln was correct when he said, “The best way to predict your future is to create it,” then more people need to get to the whiteboard – fast – because the future is now. ...
Comcast Business’s Craig Schlagbaum talks about the power of networks and how carriers and cable companies are providing the foundation for technology and services innovation in the digital economy....
The takeover of Whole Foods by Amazon rattled the retail grocery world, with many predicting legacy supermarkets already lost to the digital behemoth. The tech market is watching wearily as Amazon encroaches on its turf. It’s time to stop fearing Amazon and embrace it. ...
Everyone knows the IT market is changing, and that will cause changes in the channel’s composition. Plotting the channel’s future state requires understanding the capabilities and capacities of existing partners. ...
Want an engaged channel? First, show partners the benefits of teaming up with you; then train them, communicate with them, measure their performance, and reward them. ...
Finding that ‘just right’ size for your channel is sure to yield dividends....
To help the channel fulfill its cost containment role, vendors need to focus more on partners’ selling skills and effort. ...
To help partners stay relevant, vendors need to guide them on what to sell – and how to stop selling products that are becoming obsolete ...
To stay innovative, solution providers need guidance from vendors on how to leverage the informational resources at their fingertips....