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....
The annual 2112 Channel Chief Outlook report finds vendors are turning back to resellers as they look to partners to resell services....
If channel professionals want to prepare for future market conditions, they must start leaving their past behind....
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....
Here are four lessons vendors and channel chiefs can reflect upon while thinking of their strategies for 2020 and beyond....
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....
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....
The channel is evolving to include new and diverse routes to market, and it’s all happening in the light of day....
Vendors must create a culture and go-to-market models that reward sales reps and encourage channel partners to be independent....
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....
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....
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. ...
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. ...