Two Realities: Truth and Fact (and They’re Not the Same)
As an industry, we need to freely share new facts and stop clinging to accepted truths....
05
Mar 2018
larry walsh Tag
26
Feb 2018
2112 Research: Vendors Want More Partners, Dead Weight
According to the 2112 Channel Chief Outlook report, the majority of channel chiefs are planning to expand the number of channel partners in their programs. They’ll likely hang on to underperforming partners too....
21
Feb 2018
New 2112 Research: Vendors, Partners Optimistic in 2018
According to 2112’s annual Channel Forecast study and new Channel Chief Outlook report, vendors and partners are optimistic about growing sales in 2018. Yet the data suggests optimism shouldn’t come without concerns. ...
21
Feb 2018
Podcast: Huge Blockchain Potential Beyond Bitcoin
Andrew Bolwell, the global head of technology vision and resident futurist, joins Pod2112 to talk about the huge potential of blockchain that lies just over the digital horizon. ...
15
Feb 2018
Podcast: Unpacking the Data from 2112’s Channel Forecast and Channel Chief Outlook Studies
2112’s Larry Walsh and Chris Gonsalves break down all the intelligence in this data-fueled edition of Pod2112. ...
12
Feb 2018
6 Questions to Ask Before Starting a Channel Program
Vendors shouldn’t presume they must work with channel partners; they need to define why they need partners and why partners need them. These six questions can shape channel necessity and strategy....
07
Feb 2018
Podcast: Growth through Acquisition
In the last two years, Erwin has grown by leaps and bounds in terms of capabilities and revenue through the purchase of companies with complementary technology. The strategy is paying off and, as CEO Adam Famularo shares, shows the results of strategic acquisition planning. ...
05
Feb 2018
Competition Exacerbates IT Talent Shortage
The U.S. had 6 million unfilled tech jobs last year, many of them among IT resellers and service providers. Competition between vendors and partners makes filling those jobs more difficult....
31
Jan 2018
Podcast: Evolving Anti-Distributors
Pax8’s Chief Channel Officer and Co-Founder Ryan Walsh joins Pod2112 to talk about the emergence of what some call “anti-distributors” plying a new course in distribution. ...
29
Jan 2018
Transformation Is Everyone’s Job, but Maybe Not Yours
Vendors are increasingly concerned that partners aren’t evolving to meet future market needs. The concern is real, but the responsibility to transform partners is not the vendors’. ...
24
Jan 2018
Podcast: Spinning Out to Success
Unitrends MSP CEO Mike Sanders joins Pod2112 to talk about spinoffs as a development and growth strategy....
22
Jan 2018
Embracing the Compulsory Partner
Customers may force vendors to sell through a preferred supplier, creating an uncomfortable and seemingly valueless temporary relationship. However, compulsory partners are opportunities to expand sales after the initial shotgun deal....