Partner training and enablement are essential, but vendors need to do better in defining and measuring the true value of these programs. ...
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Vendors need to recognize that they don’t have channel partnerships, but relationships that need cultivation and support to generate returns on investment....
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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....
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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...
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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. ...
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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. ...
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