Information Builders is looking to expand beyond the enterprise by engaging more closely with their partners, rather than with the transactional model they used before, and have designed their first partner program to achieve this.
IBM channel chief John Teltsch describes how its partner programs are evolving to match partners’ changing needs — and IBM’s changing needs from partners.
Lisa Pope, Epicor’s new VP of Sales for the Americas, wants to recruit some top partners away from their competition, but also knows that for that to happen, more things need to change in how Epicor manages its channel.
Walter Denk, who has a distribution background and has been working for Avaya in Germany, is the company’s new global channel chief. Even more importantly, he says that the job has been redefined and that the channel will benefit.
Fine also acknowledged some VMware partner concern over the company’s new relationship with Dell, which does much more of its business direct than VMware has historically, and indicated her commitment to standing behind the partner community.
VMware says partners are more engaged, selling more and more often after changes to deal registration and a shift on partner incentives.
Can a vendor be channel-friendly and still sell direct? The true meaning of ‘channel-friendly’ isn’t cut and dry.
Phil Sorgen says the reason the Surface tablet isn’t broadly available to solution providers for resale is because Microsoft lacked a distribution strategy.
Phil Sorgen speaks out to partners via video, promising commitment to partner opportunities and profitability with a device and services strategy.
The new Channel Perceptions Report reveals how vendors and solution providers perceive each other on critical channel operations and performance issues.
Success in buying Nokia could look something like Apple’s juggernaut complete-stack model, but failure could make Microsoft the next BlackBerry.
Former Microsoft Canada president Phil Sorgen to take over from Jon Roskill as global channel chief.
As VMware broadens its borders beyond its sweet spot in server virtualization, does it risk coming into increased conflict with allies and channel partners?
Microsoft partners are not holding back in their endorsement of Steve Ballmer’s announced retirement, saying change is needed to revive the software giant.
Steve Ballmer will retire from his post atop Microsoft in the next year, leaving a new CEO to guide its transformation into a devices and services company.
VARs understand that they will clash with their vendors’ sales teams. But unchecked channel conflict will cause them to take actions that cost vendors.
Tell us just how well are vendors playing with their partners in the field
Lead generation, profitability and channel conflict among top reasons VARs dump vendors
Solution providers say cloud now brings them to the table, rather than keeping them away
