Exercising patience and looking at customers’ long-term needs will serve vendors better than rushing to the finish line to close sales at the end of a quarter or a month. ...
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To stay innovative, solution providers need guidance from vendors on how to leverage the informational resources at their fingertips....
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Thought leaders discuss Amazon, channel sales strategies, cloud computing, distribution, and more at the West Coast event....
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Joint business planning can go a long way toward creating harmony between direct-sales teams and the channel....
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Partners speak out on the best vendor channel programs and the vendors that offer the best opportunity for growth. ...
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The acquisition, a bellwether of things to come in the two-tier channel, will allow both companies to capitalize on emerging technologies such as IoT....
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Channel partners are moderating performance expectations amid a shifting technology market, but still expect growth this year....
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Don’t ask partners to change all by themselves; ask them to evolve with your support and guidance....
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The channel should take some pages from the playbook of the Super Bowl LI champions....
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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....
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Many people are bullish on the channel’s value and contributions to the Digital Age. ...
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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....
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