With 75% of business being conducted indirectly, it is a good idea to understand the channel structure and how this can fit into your company. We speak with vendors everyday that are in the process of moving into channel sales and need an explanation of how it all works so we are producing this educational … Continue reading Understanding channel models and structures
How many types of partners and how do they all differ?
The words channel partner used to be synonymous with an individual or company that resells another companies’ product. Nowadays channel partners come in all different shapes and sizes. We see the labels being thrown around for MSP’s, systems integrators, VAR’s, distributors, agencies, referral partners, affiliates, and other variations of these. So, what is the difference … Continue reading How many types of partners and how do they all differ?
Partner experience is being labeled as something it is not
Online adverts are flying around with the headline of “improve your partner experience” or PX for short. It seems to be the buzzword of the moment but what are they talking about? It has long been the consensus that if you cater for the partner experience, you keep the partner and the partner will thrive. What are … Continue reading Partner experience is being labeled as something it is not
The cyber security vendors and the fight for all of the same partners
It seems that every week a new cybersecurity vendor appears on the scene. How can these new vendors be creating new solutions to existing threats? Everyday we see vendors that have no clear differentiation from one competitor to the next. Are vendors appearing because it’s a low barrier to entry? Are they appearing because they see the success … Continue reading The cyber security vendors and the fight for all of the same partners
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