Stop Leading with Product and Deliver Better Outcomes
Technology is a tool, just like a hammer or a wrench. Skill lies in the wielder of the tool, value in what gets built....
05
Sep 2017
planning Tag
21
Aug 2017
Define Your KPIs Before Someone Does It for You
Getting out in front of success measures minimizes the potential of having others misinterpret channel value. ...
07
Aug 2017
Living in the Future, Breaking from the Past
If Abraham Lincoln was correct when he said, “The best way to predict your future is to create it,” then more people need to get to the whiteboard – fast – because the future is now. ...
03
Jan 2017
7 Channel Resolutions for 2017
Vendors shouldn’t let market uncertainties get them down; instead, they should focus their energy on identifying, enabling, and cultivating high-performing channel partners....
19
Dec 2016
17 Channel Predictions for 2017
2112 looks into its crystal ball of trends to devine what’s instore for vendors, distributors and partners operating in the channel over the next 12 months....
19
Oct 2016
Help Partners Know Their Customers Better
Knowledge is power; the more data you have about end users and partners, the more effective you’ll be at strategizing, communicating, and selling....
06
Sep 2016
‘Just One More’ Isn’t a Long-Tail Strategy
Vendors should proceed with caution when going after ‘long-tail’ resellers; they need to seek out the right ones for the right reasons....
17
Jun 2015
Economic Uncertainty Creates New Channel Opportunities
It’s tough out there, but vendors should encourage their partners not to fall prey to uncertainty....
Planning Is Only Half of the Success Equation
Vendors like to talk about joint business planning with partners, but solution providers say vendors often fail to follow through on their obligations. Success is a combination of planning and commitment to reaching goals. ...
Planning for Growth Means Planning for Shrinkage
Growth planning is more than just thinking about selling more. It’s about recalibrating product and revenue mixes, making adjustments and moving the business higher. ...