The market is full of bad news and talk of challenges ahead. In reality, 2112’s research finds ample reason for optimism among vendors and partners alike. Here are five positive trends happening in the channel this year....
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The emerging technology and market opportunities are relatively clear. The bigger problem technology companies will face in 2018 is overcoming the challenges that prevent them from capitalizing on high-value trends. ...
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Technology is a tool, just like a hammer or a wrench. Skill lies in the wielder of the tool, value in what gets built....
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Getting out in front of success measures minimizes the potential of having others misinterpret channel value. ...
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Vendors need to broaden their interpretation of the channel and consider all of their route-to-market options....
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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....
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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. ...
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The 2112 Group, Ingram Micro Cloud, and Microsoft have partnered to provide partners with a new tool for understanding their relative competitive standing in the cloud computing market. ...
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Taylor Macdonald, senior vp of channel sales at Intacct, knows a lot about specialized partners, and he shares his insights of finding, working with and rewarding nontraditional partners....
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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. ...
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As the flawed system fades away, vendors will need to come up with alternate ways to identify, enable, and reward partners and sales influencers....
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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. ...
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