2112 Channel Forecast Predicts a Good 2017
Channel partners are moderating performance expectations amid a shifting technology market, but still expect growth this year....
27
Feb 2017
strategy Tag
13
Feb 2017
Influencing Partners Through Persistent Engagement
Don’t ask partners to change all by themselves; ask them to evolve with your support and guidance....
06
Feb 2017
Winning: The Patriots Way
The channel should take some pages from the playbook of the Super Bowl LI champions....
02
Feb 2017
Directionless Creativity Only Goes So Far
Selling solutions is about more than vending a hodgepodge of products; it’s about pulling those products together in a purposeful way to produce desired business outcomes....
23
Jan 2017
Getting to the Root of Why Channel Problems Happen
To find out the ‘real’ reasons behind our indirect-sales woes, we need to embrace the inquisitiveness of our inner child and repeatedly ask why....
16
Jan 2017
Getting Partners to See Beyond Paychecks
With some guidance, vendors can show partners that the key to high performance is building value, not one’s salary....
05
Jan 2017
The Coming Security Gold Rush and Pitfall
The Russian hacking scandal will likely trigger increased interest in security technology and spending. While more security spending is a good thing, thoughtless spending could lead to a backlash....
12
Dec 2016
Show, Don’t Tell, Cloud Future
Cloud computing isn’t a product; it’s an enabler of value-based outcomes. ...
30
Nov 2016
Setting and Resetting Partner Expectations
It’s completely reasonable for vendors to raise the bar a little higher for partners each year, but setting unrealistic goals can push partners away and into the arms of competitors....
19
Oct 2016
Help Partners Know Their Customers Better
Knowledge is power; the more data you have about end users and partners, the more effective you’ll be at strategizing, communicating, and selling....
15
Sep 2016
Counter-Marketing at Competitive Events Is a Waste
Vendors may want to focus on their own efforts to drum up business and engage partners instead of trying to steal competitors’ thunder....
06
Sep 2016
‘Just One More’ Isn’t a Long-Tail Strategy
Vendors should proceed with caution when going after ‘long-tail’ resellers; they need to seek out the right ones for the right reasons....