Sammy Kinlaw joins Pod2112 to discuss how services are enhancing and opening opportunities for partners that sell and support traditional hardware products....
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. ...
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...
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....
Establishing a value proposition that sets oneself apart from competitors is the key to cloud success....
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. ...
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....
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....
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....
An astronomy analogy is quite appropriate when discussing vendor-partner relationships; think of vendors as stars that need to maintain just-right conditions to keep partners in their orbit....
Not being candid – telling partners they’re worth more than they are – is a disservice to everyone in the value chain....
If you follow certain steps, and leverage all the cloud has to offer, very high indeed....