Many channel executives believe partner tiers are a thing of the past and replaceable by new systems. Nevertheless, tiers are essential and will persist even as the channel evolves....
Technology vendors are facing the need to change their business and sales models. They find such change is hard because different generations have different attitudes toward how things should be done....
Microsoft’s launch of its Microsoft Managed Desktop service sent shockwaves through the channel, which is dominated by managed services. Vendors should have managed services, but they need to take partners into consideration. Here’s why. ...
Business intelligence provides clearer pathways to success by reducing decision-making risks. Required is data, and vendors need to develop programs that make information an exchangeable currency with partners and customers. ...
Transactional products are losing value, and that means vendors must get more creative in how they approach the market with commoditized products. ...
With strategic investments, vendors can steer partner conversations away from margins and monetary incentives....
Julie Parrish, chief operating officer at RedSeal and a technology industry veteran, joins Pod2112 to talk about the elements of sound decision-making and how managers can make better decisions that result in better outcomes....
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....
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...
Carolyn Crandall, chief deception officer and chief marketing officer at Attivo Networks, joins Pod2112 to talk about how distributed detection can make enterprise security more effective. ...
2112’s Larry Walsh and Chris Gonsalves break down all the intelligence in this data-fueled edition of Pod2112. ...
In the last two years, Erwin has grown by leaps and bounds in terms of capabilities and revenue through the purchase of companies with complementary technology. The strategy is paying off and, as CEO Adam Famularo shares, shows the results of strategic acquisition planning. ...