2112 in the News

How Many Channel Partners Are There In The World?
21 May 2018

How many channel partners are there in the world? Generally speaking, I’ve stopped guessing. Good morning, channel partners. Here are five technology news updates, insights, chatter, and plenty more to start your day for Monday, May 21, 2018. Actually, there are 12 timely updates designed…

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Verizon, Sprint Announce New 5G Locations — What Should Partners Do?
17 May 2018

Larry Walsh, CEO and chief analyst for The 2112 Group, was asked about practical impact of this technological trend on master agents, subagents, resellers, MSPs and other members of the indirect IT/telecom sales channel. As three major U.S. wireless carriers announce 5G rollouts, what should…

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Channel Chief Roundtable Featuring Datto, Cyxtera, Vonage, GetWireless
16 May 2018

We’ve been saying it for years, but that doesn’t change the fact that the channel is in transition. It’s moving away from the traditional, transactional sales model, and toward solutions-based selling. In order to succeed, partners need analytics support, ongoing training, consultation services after deals…

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Channel Automation: Risk or Opportunity?
15 May 2018

With the 2112 Group reporting that four out of five business buyers say they want enterprise purchase processes similar to consumer experiences, it’s time to accept the inevitability of automated digital sales, and start planning for the future.   In an April 2018 report, Strategies…

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Looking Beyond MSP Day to Year-Round Sales Opportunities
15 May 2018

Will Security Continue to Underpin the MSP Proposition? One of the things I’ll be looking out for in the research is the role that cybersecurity plays in the MSP market offering. According to 2017 figures from a Europe-wide report jointly published with The 2112 Group,…

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ServiceNow-AWS Cloud Partnership May Ease Self-Service SaaS
14 May 2018

  The AWS Service Catalog Connector for ServiceNow could ease self-service SaaS application deployments for IT departments and their cloud-hungry end-users. Will partners plug in? Amazon Web Services has launched an AWS Service Catalog Connector for ServiceNow, which could ease self-service SaaS application deployments for IT…

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Dividends Lie In the Pursuit of Excellence
30 Apr 2018

In a podcast about The Excellence Dividend with business strategy firm the 2112 Group, Peters talks about one of his favourite books, The Discipline of Getting Things Done by Larry Bossidy. That author says that when he interviews people he looks at one thing more…

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#CPExpo Lessons Learned
29 Apr 2018

If you were to ask me the one overriding impression I came away with from #CPExpo, I’d tell you, “There’s no better time to be in the channel.”   Conference attendance numbers attest to that. Attended by over 6,000 industry experts (agents, VARs, MSPs, integrators…

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Advice for Vendors Seeking Channel Partnerships: “It’s Not About You.”
26 Apr 2018

Larry Walsh, CEO and Chief Analyst at business strategy firm 2112 Group, has this advice for vendors: In channel partnerships, “it’s not about you.” When looking to build mutually-rewarding channel partnerships, too many many vendors make the mistake of treating all partners the same or…

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AWS Marketplace vs Ingram Cloud Marketplace
25 Apr 2018

  Amazon Web Services Marketplace has emerged as a potential disrupter. The warning shot arrived in 2016, when Amazon launched SaaS billing — a quiet but strategic assault on traditional distribution, as ChannelE2E pointed out at the time. Fast forward to present day, and “The…

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Is thinning the herd the solution to the 80/20 rule?
24 Apr 2018

The Pareto Principle still holds true in the channel, with some thinking the breakdown is even more extreme. Should vendors be chopping off the long tail? And how do less-engaged channel partners suffer? The Pareto Principle – that 80 percent of effects come from 20 percent…

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Channel Partner Updates: Technology Sales Models
17 Apr 2018

Channel partner news updates… Here are five technology news updates, insights, chatter, and plenty more to start your day for Tuesday, April 17, 2018. Actually, there are 13 timely updates designed for VARs, managed services providers (MSPs), cloud services providers (CSPs), independent software vendors (ISVs),…

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