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. ...
Thought leaders discuss Amazon, channel sales strategies, cloud computing, distribution, and more at the West Coast event....
With some guidance, vendors can show partners that the key to high performance is building value, not one’s salary....
In some quarters, a college degree is becoming more important, but it might be time to rethink how we train people to enter the workforce and deploy increasingly pervasive automated systems....
2112 looks into its crystal ball of trends to devine what’s instore for vendors, distributors and partners operating in the channel over the next 12 months....