Making Referrals More Than Opportunistic
New 2112 research finds that defined missions and formal structures make referral programs more consistent and valuable to vendors and partners....
Strategy. Execution. Results.
New 2112 research finds that defined missions and formal structures make referral programs more consistent and valuable to vendors and partners....
Channel partners have many shortcomings and problems, but value to vendors and their go-to-market strategies isn’t among them. ...
Vendors need to recognize that they don’t have channel partnerships, but relationships that need cultivation and support to generate returns on investment....
Focusing on a handful of partners often comes with unforeseen costs....
These trends and ideas are much discussed and unnecessarily generate a disproportionate reaction by channel chiefs....
Channel chiefs need to create known starting points when measuring the performance of their programs and partners over time....
Eliminating channels from the go-to-market equation is a means of validating partnership value....
Vendors can sell direct to customers, but they need to make the rules of engagement clear to partners....
The 2112 Group and 360Insights will host leading channel executives at an exclusive retreat to delve into the issues of the evolving industry and business models....
That problem isn’t partner discounting; it’s the special pricing imposed by sales reps who want to win on price and not value. ...
The annual conference by Baptie & Co. proves once again why it’s the center of collaboration and networking for channel professionals....
For guidance on what to do when change comes a-calling, look no further than Chuck Robbins, Satya Nadella, Ginni Rometty, and Mark Hurd...