2112 subject matter experts are available to deliver keynotes, present our research findings, or moderate panels and roundtable discussions on technology trends at your customer and channel events. Contact us to learn more.
In the meantime, look below at recordings of our previous webinars…
To succeed, partners need to do four things for customers: meet their basic needs, provide them with meaningful outcomes, exceed their expectations, and, in Walsh’s words, “keep them delighted.”
The technology channel is a powerful vehicle for indirect sales – if leveraged wisely. To do that, vendors need to gauge their channel and assess their channel strategies, rather than just pouring resources blindly into indirect-sales initiatives.
The thinning out of hardware margins is nothing new, but the situation has begun to take on some urgency. Walsh discusses trends in the hardware and services markets, and what vendors can do to address the eroding value of boxes.
To regain some of its former glory, the channel needs to acknowledge that it’s not currently the best route to market. In other words, vendors and solution providers need to recognize the system’s flaws and face them head-on.
Larry Walsh, CEO and chief analyst of The 2112 Group, was joined by Intel Security’s Fernando Quintero and Optiv’s Luis Palacio to discuss how vendors and their channel partners can build better, more productive relationships.