More solution providers and resellers are forgoing vendor loyalty in favor of independence based on their own technical prowess and business savvy. What they lack in loyalty, they make up for in influence. ...
Just months after divesting of storage management software specialist Veritas, Symantec is doubling down on its security business by buying Blue Coat, which brings revenue, customers, and hardware....
Vendors looking to build a business model based on recurring revenue walk a fine line: Cultivate performers without disenfranchising the rest....
‘Box-pushing’ continues to be a losing proposition for vendors and their channel partners. Find out how solution providers can adjust their focus from hardware to services....
Incorporating M&A programs in channel operations will help vendors in a number of ways – chiefly by reducing channel overdistribution....
At times like these, vendors should invest more – not less – in building their channel resources....
Cloud computing is the future of the technology marketplace. The services-led, recurring-revenue model is transforming earnings and profit streams. Capitalizing on the cloud opportunity isn’t easy for vendors or partners. By Larry Walsh Escaping the cloud is practically an impossibility. End users are increasing spending on...
In 2016, solution providers are turning to existing customers to drive sales growth. For many partners and some vendors, this is good news as it could expedite short-term revenue, but it’s not necessarily good news for the long term. Here’s what vendors need to know....
Call it what you will – disruption, continual evolution, or transformation – but taking pains to stay relevant is key to viability in the fast-changing world of technology...
2112 research shows that solution providers who set high expectations for growth and performance are better-equipped to turn their aspirations into reality...
Undoubtedly, the indirect-sales model has some flaws, but significant improvement is well within reach....
Cloud computing in the channel focuses largely on commodity services....