Automated Services Dominate the Channel
The line of demarcation between managed and cloud services is blurring fast – and is virtually invisible already on solution provider balance sheets....
02
Aug 2016
channel sales Tag
25
Jul 2016
No Silver Bullets When It Comes to Tech Success
Building an enduring business isn’t about magic formulas; it’s about defining value and consistent execution. In other words: effort....
07
Jun 2016
Solving the Recurring-Revenue Conundrum
Vendors looking to build a business model based on recurring revenue walk a fine line: Cultivate performers without disenfranchising the rest....
31
May 2016
Dealing with Declining Hardware Value
‘Box-pushing’ continues to be a losing proposition for vendors and their channel partners. Find out how solution providers can adjust their focus from hardware to services....
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....
29
Apr 2016
Partners Look Inward for Sales, Growth
In 2016, solution providers are turning to existing customers to drive sales growth. For many partners and some vendors, this is good news as it could expedite short-term revenue, but it’s not necessarily good news for the long term. Here’s what vendors need to know....
15
Mar 2016
Focus Makes ‘Channel Focus’ A Great Event
A common question 2112 clients ask us is: “Who’s doing channel events well?” ...
10
Mar 2016
When It Comes to Growth, Look at What’s Acceptable
2112 research shows that solution providers who set high expectations for growth and performance are better-equipped to turn their aspirations into reality...
03
Mar 2016
The Channel Isn’t the Best Route to Market
Undoubtedly, the indirect-sales model has some flaws, but significant improvement is well within reach....
22
Feb 2016
2016 Channel Forecast: Confidence Is Extraordinarily High
Solution providers have high hopes for the remainder of the year, but hiring woes and a lack of self-investment could dampen their outlook....
21
Jan 2016
Low MSP Pricing a Symptom of Larger Problem
A new study by Kaseya finds low pricing is hurting managed service providers’ growth....
11
Jan 2016
Effective, Productive Channels Depend on Great CAMs
The ‘revolving door’ through which CAMs enter and exit hurts vendor-partner relationships and prevents vendors from realizing channel ROI....