Channelnomics’ Larry Walsh responds to the perception that distribution is declining in value to vendors’ go-to-market equation and channel programs. ...
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Joe Sykora joins Channelnomics’ Changing Channels host Larry Walsh to talk about strategies and tactics for instilling in partners the imperative of selling persistently and consistently. ...
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Mary Beth Walker joins Channelnomics’ Changing Channels host Larry Walsh to discuss how HP’s new Amplify program is leveraging data shared by partners to improve channel sales and productivity. ...
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Frank Rauch joins Channelnomics’ Changing Channels host Larry Walsh to discuss best practices for gaining top-down support from corporate executive leadership for channel strategies and programs....
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Technology interdependencies and customers’ need for multivendor solutions are making technology vendors suppliers and resellers simultaneously....
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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....
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If vendors want well-performing channel programs, they must seek out and remove the friction caused by complexity....
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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....
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The channel is evolving to include new and diverse routes to market, and it’s all happening in the light of day....
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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...
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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....
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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. ...
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