Vendors: Your Competitors Are Changing
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....
16
Jul 2018
Amazon Tag
02
Jul 2018
12 Books Most People Won’t Bring to the Beach
Reading is the means to lifelong learning. Here are a dozen thought-provoking books that channel leaders and business executives should read this summer....
25
Apr 2018
Podcast: Changing Channels: The Rise of Automated Marketplaces in B2B Sales
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....
23
Apr 2018
‘The Amazon Effect’ Is Coming to the Channel
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....
05
Feb 2018
Competition Exacerbates IT Talent Shortage
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....
02
Jan 2018
Obstacles and Courage in 2018
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. ...
07
Aug 2017
Living in the Future, Breaking from the Past
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. ...
25
Jul 2017
Emphasizing the ‘Value Add’ of Partnership
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....
10
Jul 2017
Transformation Takes Courage
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....
19
Jun 2017
Amazon is Taking Over the World; Get Used to It
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. ...
16
Mar 2017
Meet Me at the 20th Anniversary Channel Focus
Thought leaders discuss Amazon, channel sales strategies, cloud computing, distribution, and more at the West Coast event....
16
Jan 2017
Getting Partners to See Beyond Paychecks
With some guidance, vendors can show partners that the key to high performance is building value, not one’s salary....