Podcast: Cloud Expectations
Vendors and distributors, says PlanetOne Communications CEO Ted Schuman, should establish standards and instill performance expectations in their cloud channel programs. ...
17
Jan 2018
channel Tag
16
Jan 2018
Partners Just Don’t Invest in Their Businesses
Vendors and service providers selling into the channel often wonder why they hit strong resistance even when they demonstrate high ROI potential. The simple answer: Most partners are risk-averse. ...
10
Jan 2018
Podcast: Growing SMBs’ IT Services
Office Depot’s Janet Schijns, executive vice president and chief merchant and services officer, and Michelle Ragusa McBain, director of technology sales and services, join Pod2112 to talk about the growing need and opportunity for business services in the SMB segment....
04
Jan 2018
Podcast: Making Hardware Exciting in a Services World
Sammy Kinlaw joins Pod2112 to discuss how services are enhancing and opening opportunities for partners that sell and support traditional hardware products....
02
Jan 2018
Obstacles and Courage in 2018
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. ...
11
Dec 2017
Behind the Scenes on Hillary Clinton’s E-Mails, Death Threats, and Fake News
Managing servers is relatively routine for most solution providers – unless your client is Hillary Clinton and it’s the middle of the most contentious presidential campaign in generations. Hear how Platte River Networks found itself in the maelstrom of a national scandal and the impact...
08
Dec 2017
Podcast: Crisis Management Planning
Platte River’s vice president of sales and marketing, David DeCamillis, joins Pod2112 to talk about the lessons learned from that experience and why it’s imperative that every company have a crisis management contingency plan....
04
Dec 2017
Vendors Must Help Partners Differentiate
Establishing a value proposition that sets oneself apart from competitors is the key to cloud success....
30
Nov 2017
Podcast: Balancing Competition in Partnerships
Microsoft’s Gavriella Schuster says accepting that you’re sometimes a partner and sometimes a competitor is necessary for finding success in the complex technology market. ...
14
Nov 2017
Your Cloud Practice Is Not a Rotisserie Chicken
Far from a set-it-and-forget-it arrangement, recurring-revenue cloud accounts need nurturing and support throughout the life of the contract to maximize profit and value....
13
Nov 2017
Vendors Need an Outside-In Approach to Channel Programs
Too often, vendors build programs solely to service their own needs. They need to take more consideration of what partners need and partner business models to drive better channel results....
30
Oct 2017
Stop Bragging About How Many Partners You Have
It’s an old maxim that still holds true today: quality, not quantity. Vendors should stop counting channel partners and start celebrating the high performers....