Finding Courage to Adopt Winning Strategies
Success never comes without tough choices. Surprisingly, choosing to win often requires making counterintuitive and courageous decisions....
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11
Jun 2018
larry walsh Tag
06
Jun 2018
Podcast: Channel Fundamentals
Alex Hart, a veteran executive of such vendors as Symantec, VMware, and Verizon Enterprise, joins Pod2112 to talk about the partnering fundamentals that remain unchanged amid disruptive technology trends....
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04
Jun 2018
Relaunching Channels? Start With the Customer
Transformational trends are driving vendors to rethink their channel programs, but channel chiefs struggle with finding the right starting point. The answer: Start at the end and work backward....
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30
May 2018
Podcast: Incenting Cloud Partners
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. ...
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29
May 2018
Fulfillment Partners’ Value Is Overlooked, Misunderstood
Vendors often complain that fulfillment partners get paid too much for doing too little. They’re missing the point of fulfillment and overlooking the value these partners deliver. ...
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23
May 2018
Podcast: Expediting Partner Time to Revenue
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. ...
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21
May 2018
The Channel Population Is Getting Bigger
Several vendors have recently asked 2112 about the total size of the channel. The only answer: It’s big and getting bigger....
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16
May 2018
Podcast: Deceiving Hackers
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. ...
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14
May 2018
Managed Services Are Strong, but Could Be Much Stronger
Once vendors stop playing catch-up and solution providers approach managed services strategically, not opportunistically, the full potential of the recurring revenue model can be realized....
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07
May 2018
7 Open Secrets of the Channel’s Long Tail
The channel has a love-hate relationship with the long tail, mostly because of misconceptions about the composition and dynamics of low-performing partners. Here are 7 common misconceptions or overlooked facts about the channel’s long tail. ...
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02
May 2018
Podcast: Privacy in the Age of Social Media and Big Data
Raj Goel, CTO and co-founder of security MSP Brainlink, joins Pod2112 to discuss how we can regulate how companies gather and use personal data without crippling the ability to gather raw material for beneficial technologies such as Big Data....
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30
Apr 2018
Gamification Is Coming to the Channel, and It’s Overdue
Many vendors are looking to rate their partners based on points earned in their programs. This kind of gamification and transparency is long overdue in the channel and could provide the added incentive to spur greater partner investment....
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