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. ...
Everyone knows the IT market is changing, and that will cause changes in the channel’s composition. Plotting the channel’s future state requires understanding the capabilities and capacities of existing partners. ...
Want an engaged channel? First, show partners the benefits of teaming up with you; then train them, communicate with them, measure their performance, and reward them. ...
Finding that ‘just right’ size for your channel is sure to yield dividends....
To help the channel fulfill its cost containment role, vendors need to focus more on partners’ selling skills and effort. ...
To help partners stay relevant, vendors need to guide them on what to sell – and how to stop selling products that are becoming obsolete ...
To stay innovative, solution providers need guidance from vendors on how to leverage the informational resources at their fingertips....
Thought leaders discuss Amazon, channel sales strategies, cloud computing, distribution, and more at the West Coast event....
Joint business planning can go a long way toward creating harmony between direct-sales teams and the channel....
Partners speak out on the best vendor channel programs and the vendors that offer the best opportunity for growth. ...
Channel partners are moderating performance expectations amid a shifting technology market, but still expect growth this year....
Don’t ask partners to change all by themselves; ask them to evolve with your support and guidance....