One in four channel chiefs struggle to demonstrate the value of their partner programs to senior executives; a large part of that challenge is getting on the same page in terms of language and metrics....
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The annual 2112 Channel Chief Outlook report finds vendors are turning back to resellers as they look to partners to resell services....
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Many people are bullish on the channel’s value and contributions to the Digital Age. ...
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Vendors should proceed with caution when going after ‘long-tail’ resellers; they need to seek out the right ones for the right reasons....
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Could this deal be the catalyst that compels IT solution providers and telecommunications companies to come together at long last?...
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The 2112 Group and Baptie & Co. have partnered to define and expand the evolution of niche and emerging channels with a new research project that culminates in the new Specialized Channel Focus conference....
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Vendors looking to build a business model based on recurring revenue walk a fine line: Cultivate performers without disenfranchising the rest....
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Undoubtedly, the indirect-sales model has some flaws, but significant improvement is well within reach....
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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....
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Big Data promises to transform business decision-making for the better. Yet solution providers and end users say the technology and support processes are largely immature. Vendors need to rethink their Big Data strategies to get to the promised big outcome. ...
Read MoreRead MoreFor years, the channel community has berated and discounted the so-called “lifestyle VAR” as a no-ambition, self-sustaining business that doesn’t contribute to growth. The industry got it wrong and, in fact, should be embracing the people and businesses that call the channel a lifestyle....
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