Tina Gravel, senior vice president of channels and alliances at co-location vendor Cyxtera says, vendors are paying partners for access to customers, and traditional incentives like deal registration work well in this context. ...
Natasha Loeffler-Little, head of North America channels at SAP Ariba, joins Pod2112 to talk about the importance of partner time to revenue and strategies for expediting it. ...
Carolyn Crandall, chief deception officer and chief marketing officer at Attivo Networks, joins Pod2112 to talk about how distributed detection can make enterprise security more effective. ...
The market is full of bad news and talk of challenges ahead. In reality, 2112’s research finds ample reason for optimism among vendors and partners alike. Here are five positive trends happening in the channel this year....
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...
Establishing a value proposition that sets oneself apart from competitors is the key to cloud success....
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....