Relationships: Currency of the Channel
Channel account managers can help solution providers unlock the potential of their end-user relationships...
15
Apr 2016
Channel
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?” ...
10
Mar 2016
When It Comes to Growth, Look at What’s Acceptable
2112 research shows that solution providers who set high expectations for growth and performance are better-equipped to turn their aspirations into reality...
03
Mar 2016
The Channel Isn’t the Best Route to Market
Undoubtedly, the indirect-sales model has some flaws, but significant improvement is well within reach....
22
Feb 2016
2016 Channel Forecast: Confidence Is Extraordinarily High
Solution providers have high hopes for the remainder of the year, but hiring woes and a lack of self-investment could dampen their outlook....
09
Feb 2016
ROI: The Wingman of TCO
Creating ways to show the value of a partnership has occupied the minds of channel leaders for as long as the indirect-sales model has existed. ...
28
Jan 2016
Cloud Success Requires Cultivating Cloud Partners
Cloud computing in the channel focuses largely on commodity services....
21
Jan 2016
Low MSP Pricing a Symptom of Larger Problem
A new study by Kaseya finds low pricing is hurting managed service providers’ growth....
11
Jan 2016
Effective, Productive Channels Depend on Great CAMs
The ‘revolving door’ through which CAMs enter and exit hurts vendor-partner relationships and prevents vendors from realizing channel ROI....