Channel Chiefs Welcome the Return of the VAR
The annual 2112 Channel Chief Outlook report finds vendors are turning back to resellers as they look to partners to resell services....
10
Feb 2020
strategy Tag
03
Feb 2020
Future Channel Strategies Start with Newton’s Laws
If channel professionals want to prepare for future market conditions, they must start leaving their past behind....
13
Jan 2020
Combating Channel Blindness Through Substitution
Many vendors’ management and investors fail to see the value contributed by partners; taking partners out of the equation can help them see more clearly....
17
Dec 2019
2019 Channel Lessons for the Next Decade
Here are four lessons vendors and channel chiefs can reflect upon while thinking of their strategies for 2020 and beyond....
04
Sep 2019
Podcast: Reviving a Brand and Channel
Richard McLeod, global vice president of enterprise software channels at BlackBerry, joins POD2112 to talk about the company’s transformation and evolution, and where it wants to go with partners....
12
Aug 2019
Podcast: Effective Business Strategy
Thomas Jensen, executive vice president of German systems integrator Bechtle and a veteran strategist for Hewlett-Packard and Maersk, joins Pod2112 to share what it takes to understand, build, and execute an effective business strategy....
01
Apr 2019
Dispelling the ‘Shadow Channels’ Myth
The channel is evolving to include new and diverse routes to market, and it’s all happening in the light of day....
11
Feb 2019
Independent, Self-Driven Partners Start with Vendor Culture
Vendors must create a culture and go-to-market models that reward sales reps and encourage channel partners to be independent....
05
Feb 2019
Vendors Need to Prequalify Partners
No company would hire an employee without first checking credentials, background, and capabilities, yet so many vendors allow just any solution provider to join their channel program....
12
Nov 2018
Taking Measure of Channel Consolidation
Partners are obsessed with exit strategies, with as many as three out of four MSPs wanting to participate in a merger or acquisition in the next five years. Vendors see channel consolidation as a threat when it’s more likely a benefit....
05
Nov 2018
Looking for Uncomfortable Partners
Vendors and distributors need to seek out partners that are willing to take risks and break from conventional trends to address emerging and future market opportunities. ...
29
Oct 2018
In Defense of Distribution’s Future
Many people openly question the viability of distribution in a future market dominated by services and recurring-revenue models. Services will dominate, but we’ll always have product to move, and distribution is already evolving to avoid the death so frequently predicted. ...