Getting Honest About Partner Certifications and Differentiation
Partner training and enablement are essential, but vendors need to do better in defining and measuring the true value of these programs. ...
14
Jul 2020
ROI Tag
24
Sep 2019
We Don’t Have Partnerships; We Have Relationships
Vendors need to recognize that they don’t have channel partnerships, but relationships that need cultivation and support to generate returns on investment....
25
Jun 2018
Clouds Are Fast Becoming an ISV Channel
Cloud services require applications to deliver value. Independent software vendors (ISVs) are leveraging cloud providers as a primary channel to market. Vendors and ISVs need strategies for capitalizing on cloud marketplaces....
18
Jun 2018
Channel ROI Isn’t Always ‘Dollars In, Dollars Out’ Equation
Management often challenges channel chiefs to prove the ROI of the channel in a straightforward formula – how many dollars will return to us for every dollar spent? – but channel ROI isn’t that simple...
16
Jan 2018
Partners Just Don’t Invest in Their Businesses
Vendors and service providers selling into the channel often wonder why they hit strong resistance even when they demonstrate high ROI potential. The simple answer: Most partners are risk-averse. ...
04
Feb 2015
Big Data Is Real Big Immature Opportunity
Big Data promises to transform business decision-making for the better. Yet solution providers and end users say the technology and support processes are largely immature. Vendors need to rethink their Big Data strategies to get to the promised big outcome. ...