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. ...
Synnex’s acquisition of Westcon is another example of distributors consolidating to gain economies of scale during a period of mission transformation. ...
Vendors that know how to interact with and incent influencers will have an edge over those relying only on badged resellers....
‘Delighting’ is the key to transforming customers into advocates and resellers into partners. ...
Exercising patience and looking at customers’ long-term needs will serve vendors better than rushing to the finish line to close sales at the end of a quarter or a month. ...
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....
Many people are bullish on the channel’s value and contributions to the Digital Age. ...
Vendors shouldn’t let market uncertainties get them down; instead, they should focus their energy on identifying, enabling, and cultivating high-performing channel partners....
The latest thing from Amazon – a revamped bricks-and-mortar user experience – demonstrates the shift from what technology is to what technology can do to make our lives richer....
Vendors need to help convince enterprises to leverage channel-led business process outsourcing to avoid dealing with the IT talent shortage and make their businesses more efficient...
In the technology channel, teaching partners ‘how to fish’ means instructing them on how to sell....