Getting to the Root of Why Channel Problems Happen
To find out the ‘real’ reasons behind our indirect-sales woes, we need to embrace the inquisitiveness of our inner child and repeatedly ask why....
23
Jan 2017
channel Tag
19
Jan 2017
The ‘Real’ Cloud Conversation to Have With Partners
The message vendors need to convey to partners has little to do with reselling cloud products; it’s all about leveraging the cloud to make businesses more efficient, agile, and competitive....
09
Jan 2017
Rethinking Certifications as Primary Education
In some quarters, a college degree is becoming more important, but it might be time to rethink how we train people to enter the workforce and deploy increasingly pervasive automated systems....
05
Jan 2017
The Coming Security Gold Rush and Pitfall
The Russian hacking scandal will likely trigger increased interest in security technology and spending. While more security spending is a good thing, thoughtless spending could lead to a backlash....
03
Jan 2017
7 Channel Resolutions for 2017
Vendors shouldn’t let market uncertainties get them down; instead, they should focus their energy on identifying, enabling, and cultivating high-performing channel partners....
07
Oct 2016
Vendors Need to Evangelize Partner Services
Vendors need to help convince enterprises to leverage channel-led business process outsourcing to avoid dealing with the IT talent shortage and make their businesses more efficient...
15
Sep 2016
Counter-Marketing at Competitive Events Is a Waste
Vendors may want to focus on their own efforts to drum up business and engage partners instead of trying to steal competitors’ thunder....
01
Sep 2016
Partners Want to Sell, and Need Vendors’ Help
Solution providers know that earning certifications, while important, isn’t the key to producing value; vendors need to step up and re-evaluate channel-program requirements....
21
Jul 2016
Microsoft Shows Cloud Revenue Doesn’t Come Easy
Vendor earnings put it on a course for cloud nine. ...
28
Jun 2016
What’s Your Channel IQ?
2112’s new Channel IQ quiz allows you to test your general knowledge of channel functions, operations and partner management....
22
Jun 2016
Trailblazing Specialized Channels
The 2112 Group and Baptie & Co. have partnered to define and expand the evolution of niche and emerging channels with a new research project that culminates in the new Specialized Channel Focus conference....
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....