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....
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....
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....
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. ...
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. ...
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....
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....
If vendors look beyond self-serving data points, and partners protect themselves through ‘diversification,’ channel relationships would be much healthier overall....
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. ...
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. ...
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’. ...