Future Channel Strategies Start with Newton’s Laws
If channel professionals want to prepare for future market conditions, they must start leaving their past behind....
03
Feb 2020
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13
Jan 2020
Combating Channel Blindness Through Substitution
Many vendors’ management and investors fail to see the value contributed by partners; taking partners out of the equation can help them see more clearly....
17
Dec 2019
2019 Channel Lessons for the Next Decade
Here are four lessons vendors and channel chiefs can reflect upon while thinking of their strategies for 2020 and beyond....
18
Nov 2019
Making Referrals More Than Opportunistic
New 2112 research finds that defined missions and formal structures make referral programs more consistent and valuable to vendors and partners....
21
Oct 2019
The Ill-Founded Temptation of Going Direct
Channel partners have many shortcomings and problems, but value to vendors and their go-to-market strategies isn’t among them. ...
24
Sep 2019
We Don’t Have Partnerships; We Have Relationships
Vendors need to recognize that they don’t have channel partnerships, but relationships that need cultivation and support to generate returns on investment....
07
Nov 2018
Podcast: Building New Channel Programs
Sandra Glaser Cheek joins Pod2112 to talk about the new program, the Ciena Partner Network, and what it took to build a channel initiative that’s different from the marketplace standard. ...
24
Oct 2018
Podcast: Consequences of Channel Conflict
Atrion CEO Pat Grillo joins Pod2112 to share his story and discuss what vendors need to know about the consequences of channel conflict from a partner’s perspective....
17
Oct 2018
Podcast: What Makes a Fledgling IoT Company Worth Watching
Michael Dolbec from GE Ventures talks to Pod2112 about the future of IoT and what makes a digital start-up investment-worthy in today’s competitive climate....
10
Oct 2018
Podcast: Fog-Edge Computing in a Connected Future
Perry Lea, principal technologist at Microsoft and the co-founder of Rumble, joins Pod2112 to discuss the growth path of these technologies, how Moore’s Law is impacting their evolution, why fog computing is the clear route to our future, which industries will flounder and excel, and...
03
Oct 2018
Podcast: The Vendor Perspective on Distribution
Andrew Sage, vice president of Americas distribution at Cisco Systems, joins Pod2112 to discuss the evolving role and value of distribution from a vendor perspective....
07
May 2018
7 Open Secrets of the Channel’s Long Tail
The channel has a love-hate relationship with the long tail, mostly because of misconceptions about the composition and dynamics of low-performing partners. Here are 7 common misconceptions or overlooked facts about the channel’s long tail. ...