Enablement Is More Important Than Margins
With strategic investments, vendors can steer partner conversations away from margins and monetary incentives....
06
Aug 2018
partners Tag
30
Jul 2018
Envisioning a Future Without Transactional Partners
Channel consolidation is causing partners to think more about their valuations. Consequently, they’re dropping transactional, low-margin products to bolster their bottom lines, and that has consequences for vendors....
24
Jul 2018
Vendors Have to Sell Partners on the ‘Why’
Having great products and channel programs isn’t enough to entice partners. Vendors need to define why partners should engage with them if they want robust and productive channels....
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....
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. ...
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. ...
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....
02
Apr 2018
With Renewals, It’s Probably a Good Idea to Pay the Partner
Vendors often question the reason for compensating partners on renewals. The truth: When not appropriately compensated, partners have many options that aren’t in favor of the vendor....
26
Mar 2018
Higher Share of Wallet Isn’t Necessarily Healthy for Partners
If vendors look beyond self-serving data points, and partners protect themselves through ‘diversification,’ channel relationships would be much healthier overall....
19
Mar 2018
Cost Is the Missing Element in Partner Assessment
Vendors seek more data about partners to determine their relative value. What’s often overlooked in this equation is the cost of working with a partner and how it impacts profitability. ...
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. ...
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’. ...