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Emerging Vendors Need To Build Channels Earlier, Not Later

Engaging the channel later in a company's evolution may have made sense back when the channel's chief role was sales fulfillment – selling and distributing a vendor's products in markets and geographies that it couldn't otherwise reach. But the role of the channel is changing – indeed, it already has changed – from a sales and distribution focus to providing solutions around a vendor's products and, more recently, providing strategic services around those solutions.

Tech Is Moving Faster than Ever, Offering Huge Vendor and Partner Opportunity

The faster-than-ever pace of technology is causing massive disruption to business models and pushing consolidation. Yet it’s also leading to new, sometimes eye-opening opportunities.

Are You Thinking About Strategic Service Providers?

The growth in cloud is changing the channel partner’s role, which requires technology vendors to rethink the structure of the vendor-partner relationship.

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