Get a Dog If You Want Loyalty
Partner loyalty is overrated, distracting, and, sometimes, a dangerous metric. Instead, vendors should create economic models and conditions that inspire partners to commit to a common vision....
29
Apr 2019
channel strategies Tag
15
Apr 2019
Ease of Doing Business Starts With Partners
If vendors want well-performing channel programs, they must seek out and remove the friction caused by complexity....
08
Apr 2019
Take the Time to Read; It’s Important
While it’s true that we don’t have time to peruse every e-mail in our inboxes or every document that crosses our desks, we play with fire when we don’t read enough to get the information we need to make sound decisions....
01
Apr 2019
Dispelling the ‘Shadow Channels’ Myth
The channel is evolving to include new and diverse routes to market, and it’s all happening in the light of day....
18
Mar 2019
2112’s New Reports Show Concern About Channel
The 2019 editions of the Channel Chief Outlook and Channel Forecast reports find the channel will grow this year, but confidence is waning as partner capability concerns mount...
11
Mar 2019
The Channel Implications of Breaking Up Big Tech
Presidential hopeful Sen. Elizabeth Warren wants to break up Google, Apple, and Amazon; her agenda will seriously compromise evolving channel marketplaces and routes to market....
25
Feb 2019
A Referral Model by Any Other Name…
Vendors are embracing the agent model, in which partners refer sales opportunities to direct teams or marketplaces, and partners aren’t fooled by what this shift means to them. ...
11
Feb 2019
Independent, Self-Driven Partners Start with Vendor Culture
Vendors must create a culture and go-to-market models that reward sales reps and encourage channel partners to be independent....
05
Feb 2019
Vendors Need to Prequalify Partners
No company would hire an employee without first checking credentials, background, and capabilities, yet so many vendors allow just any solution provider to join their channel program....
28
Jan 2019
Change Is a Threat Until It’s Not
For guidance on what to do when change comes a-calling, look no further than Chuck Robbins, Satya Nadella, Ginni Rometty, and Mark Hurd...
21
Jan 2019
Good Channel Programs Don’t Come Cheap
Spending on channels isn’t a guarantee of success, but starving programs almost always guarantees disappointment....