When Microsoft surpassed Apple to become the most valuable company in the world, the business press made no mention of partners’ contributions to the company’s success. This slight isn’t uncommon, and it’s something channel chiefs need to counteract....
Billions of edge and IoT devices are flooding the Internet. Fog computing offers greater control and management than conventional cloud computing. Getting these devices and services to market is the bigger challenge....
Companies that built the various IT industry segments could always rely on knowing their competition would look and act more or less like them, but that’s no longer true....
Reading is the means to lifelong learning. Here are a dozen thought-provoking books that channel leaders and business executives should read this summer....
Research VP Chris Gonsalves talks with the paper's author, 2112 CEO and Chief Analyst Larry Walsh, about ADS’ potential impact on the existing channel and vendor go-to-market models, and how vendors should plan for this disruptive but potentially lucrative trend....
Automated digital sales – selling through marketplaces like Amazon, for example – will soon become a major source of indirect revenue for technology vendors. Now is the time for vendors to start preparing for this inevitable shift in selling....
The U.S. had 6 million unfilled tech jobs last year, many of them among IT resellers and service providers. Competition between vendors and partners makes filling those jobs more difficult....
The emerging technology and market opportunities are relatively clear. The bigger problem technology companies will face in 2018 is overcoming the challenges that prevent them from capitalizing on high-value trends. ...
If Abraham Lincoln was correct when he said, “The best way to predict your future is to create it,” then more people need to get to the whiteboard – fast – because the future is now. ...
The digital economy is eroding the value of traditional channel incentives. Vendors need to redefine the economic benefits to partners so their channel ecosystems remain viable and productive....
Vendors talk about the need for transformation, but many companies wait too long to make necessary changes to remain competitive and relevant because they lack the courage to take risks....
The takeover of Whole Foods by Amazon rattled the retail grocery world, with many predicting legacy supermarkets already lost to the digital behemoth. The tech market is watching wearily as Amazon encroaches on its turf. It’s time to stop fearing Amazon and embrace it. ...