Giving Customers Choice in Buying
Vendors can sell direct to customers, but they need to make the rules of engagement clear to partners....
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08
Jul 2019
The 2112 Group Tag
26
Jun 2019
Podcast: Smart Office Furniture Channels
Jennifer McCready, manager of global channel development at office furniture manufacturer Steelcase, joins POD2112 to talk about the evolution of office furniture and the potential for crossover collaboration in the technology channel. ...
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24
Jun 2019
Exploring the Channel’s Future With Wine
The 2112 Group and 360Insights will host leading channel executives at an exclusive retreat to delve into the issues of the evolving industry and business models....
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12
Jun 2019
Podcast: Transforming for the Hybrid World
Jenni Flinders, vice president, and global channel chief at VMware, joins POD2112 to share how VMware is approaching channel transformation and how she sees the channel’s future unfolding. ...
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11
Jun 2019
Hello CROs, We Have a Problem
That problem isn’t partner discounting; it’s the special pricing imposed by sales reps who want to win on price and not value. ...
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20
May 2019
Channel Focus Provides Opportunity for Sharing
The annual conference by Baptie & Co. proves once again why it’s the center of collaboration and networking for channel professionals....
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15
May 2019
Podcast: Business Development in Latin America
Fernando Quintero, the vice president of Latin America at security vendor Crowdstrike, joins Pod2112 to share his insights and experiences in developing viable and thriving channel operations in the challenging but lucrative Latin America technology market. ...
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14
May 2019
Everyone Is a Reseller Now
Technology interdependencies and customers’ need for multivendor solutions are making technology vendors suppliers and resellers simultaneously....
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01
May 2019
Podcast: Evolving Value of Distribution
Paul Bay, executive vice president and group president of the Americas at Ingram Micro, joins POD2112 to discuss how distributors are evolving their value proposition and the role they’ll play in future go-to-market strategies. ...
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29
Apr 2019
Get a Dog If You Want Loyalty
Partner loyalty is overrated, distracting, and, sometimes, a dangerous metric. Instead, vendors should create economic models and conditions that inspire partners to commit to a common vision....
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15
Apr 2019
Ease of Doing Business Starts With Partners
If vendors want well-performing channel programs, they must seek out and remove the friction caused by complexity....
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10
Apr 2019
Podcast: Transforming Copier Dealers Into MSPs
Sam Errigo, executive vice president of business intelligence services at Konica Minolta, joins POD2112 to talk about the need for copier dealers to adopt managed services and what resources are available to help them make the transition from static support to automated services....
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