Solving the Recurring-Revenue Conundrum
Vendors looking to build a business model based on recurring revenue walk a fine line: Cultivate performers without disenfranchising the rest....
07
Jun 2016
Channel
31
May 2016
Dealing with Declining Hardware Value
‘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....
25
May 2016
Driving Channel M&A Deals
Incorporating M&A programs in channel operations will help vendors in a number of ways – chiefly by reducing channel overdistribution....
17
May 2016
Retribution or Rehabilitation?
Rehabilitation can be a powerful way to reform a partner and bring it back into the fold as a high performer, but only if the partner shows promise....
09
May 2016
As Economy Slows, It’s Time to Double-Down on Partners
At times like these, vendors should invest more – not less – in building their channel resources....
04
May 2016
Making Cloud Money Is Hard and Will Remain So
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...
29
Apr 2016
Partners Look Inward for Sales, Growth
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....
15
Apr 2016
Relationships: Currency of the Channel
Channel account managers can help solution providers unlock the potential of their end-user relationships...
04
Apr 2016
Admitting to Security Failure
As security spending continues to increase, and keeping systems secure becomes more complex, solution providers need to buy into a more well-rounded approach to helping end users....
29
Mar 2016
What’s in a Name?
Focusing too much on labels and not enough on capabilities can have a negative impact on everyone in the technology value chain....
21
Mar 2016
Cloud Forcing Hardware Vendors to Make Choices
Amazon CTO Werner Vogels admits the cloud provider builds its own servers and reveals how open architectures are more advantageous than buying hardware from traditional vendors. This trend will force hardware vendors and their partners to make choices about their future. ...
15
Mar 2016
Focus Makes ‘Channel Focus’ A Great Event
A common question 2112 clients ask us is: “Who’s doing channel events well?” ...