Chad Cardenas of TSG joins Channelnomics’ Changing Channels host Larry Walsh to discuss his model for getting partners to put skin in the game of startup technology companies through investments and channel commitments....
Meaghan Sullivan, Global Vice President of Partner Marketing & Mid-Market at SAP, joins Changing Channels to talk about Rising Up to Marketing Transformation....
Partner training and enablement are essential, but vendors need to do better in defining and measuring the true value of these programs. ...
Making training available to everyone will cultivate a strong, capable labor pool while showing empthy to partners and their families. ...
As disease and technology conspire to keep people separated, the local channel has the potential to bring vendors, partners, and customers closer together. ...
Many vendors’ management and investors fail to see the value contributed by partners; taking partners out of the equation can help them see more clearly....
Here are four lessons vendors and channel chiefs can reflect upon while thinking of their strategies for 2020 and beyond....
New 2112 research finds that defined missions and formal structures make referral programs more consistent and valuable to vendors and partners....
Channel partners have many shortcomings and problems, but value to vendors and their go-to-market strategies isn’t among them. ...
Vendors need to recognize that they don’t have channel partnerships, but relationships that need cultivation and support to generate returns on investment....
Focusing on a handful of partners often comes with unforeseen costs....
These trends and ideas are much discussed and unnecessarily generate a disproportionate reaction by channel chiefs....