Having great products and channel programs isn’t enough to entice partners. Vendors need to define why partners should engage with them if they want robust and productive channels....
Read MoreRead More
Rod Baptie, president of Baptie & Co., has long talked about the potential power of specialized channel partners. Even with this influx of non-traditional partners, he believes the IT channel is still in the early days of leveraging specialized channels....
Read MoreRead More
Companies that built the various IT industry segments could always rely on knowing their competition would look and act more or less like them, but that’s no longer true....
Read MoreRead More
Reading is the means to lifelong learning. Here are a dozen thought-provoking books that channel leaders and business executives should read this summer....
Read MoreRead More
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....
Read MoreRead More
Chris Rimer, vice president of IBM’s North America Cloud Ecosystems for Business Partners & Channels, joins Pod2112 to talk about the evolving nature of cloud partnerships, alliances, and go-to-market strategies....
Read MoreRead More
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...
Read MoreRead More
Carlos Blanco, senior director of Worldwide Cloud Service Providers at Citrix, joins Pod2112 to talk about the need for transforming the role of channel account managers in the cloud computing era....
Read MoreRead More
Success never comes without tough choices. Surprisingly, choosing to win often requires making counterintuitive and courageous decisions....
Read MoreRead More
Alex Hart, a veteran executive of such vendors as Symantec, VMware, and Verizon Enterprise, joins Pod2112 to talk about the partnering fundamentals that remain unchanged amid disruptive technology trends....
Read MoreRead More
Transformational trends are driving vendors to rethink their channel programs, but channel chiefs struggle with finding the right starting point. The answer: Start at the end and work backward....
Read MoreRead More
Tina Gravel, senior vice president of channels and alliances at co-location vendor Cyxtera says, vendors are paying partners for access to customers, and traditional incentives like deal registration work well in this context. ...
Read MoreRead More