‘Trustworthiness’ Critical When Sizing Up Vendors
2112 research reveals that security resellers look beyond product quality when assessing vendor merit....
12
Oct 2015
strategy Tag
05
Oct 2015
Exit Isn’t Always the Best Strategy
Solution providers are enamored with the idea of exit strategies. Some are even encouraged to think that selling out is their best and only option. But truth be told...
31
Aug 2015
Summer is Over, and It’s Time to Start Planning
We may still have one-third of the year left to go, but it’s not too early to start making business plans for 2016....
21
Aug 2015
Partners Aren’t Like Retail Shoppers
Vendors seeking to spur channel performance need to focus a lot less on compensation and a lot more on ‘ease of doing business.’...
06
Jul 2015
Getting Better Channel Results Beyond Top Partners
Focusing on a few top partners will get results, but it may keep you from reaching your maximum channel sales potential. ...
08
Jun 2015
Nothing Trumps Ease of Doing Business
While vendors focus on program structures and incentives, the key to winning partners over is making channel initiatives simple, streamlined, and easy to navigate....
13
May 2015
Moving Partners from ‘Trusted Advisors’ to ‘Trusted Providers’
End users want more than advice about technology; they want partners to take the IT helm so they can focus on what they do best....
16
Apr 2015
Solution Providers Getting Smarter in Sales
Solution providers are getting smarter and more deliberate about the sales process and generating better results....
Free Is Never a Value Statement
Microsoft giving away unlimited cloud storage and the ongoing cloud pricing wars are doing a disservice to the industry by telling customers that these products and services have no value. ...