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In the coming months, partners will expect more from vendors in the way of clearer pricing, faster quoting, stronger ...
Vendors should expect partners to remain constructive and opportunity-focused, while demanding more economic clarity, ...
Metrics alone don’t change minds. Channel leaders need to align every department the channel depends on, not just the ...
To get the loyalty you want, use economics instead of withholding support; punishing partners for working with other ...
Vendors are releasing new technology every quarter, and partners can’t afford to staff, train, and invest fast enough ...
Have program tiers had their day? Maybe so, but it’s important to note that choosing an alternative program structure ...
There’s no perfect partner program. Vendors should choose one based on their objectives, partner base, and operating ...
Vendors can profile the perfect partner and still get nothing in return. The difference comes down to economics, not ...
Tech spending is up double digits while a third of partners lose money. Vendors are building their programs for the ...
Channel leaders keep addressing doubt with more data, but data isn’t the problem. Make the bet in public, name the ...
The sticking point isn’t product quality or partnership appeal; it’s about economics, so tying a contract to a specific ...
The Channelnomics 3Cs — capabilities, competency, and capacity — tell vendors whether a partner can invest and grow. A ...
