Running a Partner Playbook for Success
Consistent growth requires discipline and repeatable practices, which is why most high-performing solution providers have core behaviors, standards, and structures....
02
Dec 2015
Business
10
Nov 2015
Managed Services Are Oversold and Underdelivered
Managed services are driving channel revenue and profitability. They’re just not sending money back to vendors and not producing the full value to customers....
02
Nov 2015
HP Split a Tribute to Leadership, Business Planning
Under the careful direction of CEO Meg Whitman, Hewlett-Packard has become two separate entities....
19
Oct 2015
Vendors Have Their Head in the Clouds
Solution providers just aren’t selling enough cloud to meet their vendors’ expectations – and with good reason....
31
Aug 2015
Summer is Over, and It’s Time to Start Planning
We may still have one-third of the year left to go, but it’s not too early to start making business plans for 2016....
21
Aug 2015
Partners Aren’t Like Retail Shoppers
Vendors seeking to spur channel performance need to focus a lot less on compensation and a lot more on ‘ease of doing business.’...
20
Jul 2015
Uber Underscores Need to Embrace Change Agents
The rideshare service’s legal battles are hitting home a major point in the technology channel....
08
Jun 2015
Nothing Trumps Ease of Doing Business
While vendors focus on program structures and incentives, the key to winning partners over is making channel initiatives simple, streamlined, and easy to navigate....
27
Apr 2015
Accepting Truth Is Often the Hardest First Step
Changing the path you’re on before it hurts your business is another kind of success....
06
Apr 2015
The Myth of Needing to Be ‘In the Room’
Vendors often clamor to stand alongside partners in sales conversations, and that’s often not necessary and – at times – counterproductive....
25
Feb 2015
Vendors Bear Responsibility for Evolving the Channel
Vendors get frustrated about partners’ slow pace of evolution, but that doesn’t absolve them of their responsibility to show solution providers the way to future business models and opportunities. ...
08
Jan 2015
Planning Is Only Half of the Success Equation
Vendors like to talk about joint business planning with partners, but solution providers say vendors often fail to follow through on their obligations. Success is a combination of planning and commitment to reaching goals. ...