Analytical insights into the technology channel, vendor relationships, and the shifting economics of the business.
For most of the channel’s history, the path from opportunity to outcome was relatively straightforward. A customer had a need.A partner brought a solution.A supplier delivered the technology. Today,
One of the most consistent sources of friction in the channel isn’t intent. It’s expectation. On the surface, most relationships in the channel start from a good place. Partners
From the outside, the role looks straightforward. You work with partners.You represent your company.You help drive growth. But the reality feels different once you’re in it. Because you don’t
There’s a lot in the channel that gets measured. Revenue.Margin.Pipeline.Close rates. Those things matter. They always have. But some of the most important work in the channel doesn’t show
For years, TSDs built their businesses on courtship. They worked hard to win over subagents and technology advisors by positioning themselves as partners, advocates, and supporters. The group that
People talk a lot about what it takes to be a great supplier side channel manager; responsiveness, product knowledge, partner relationships, internal navigation, and the ability to juggle a
The channel is one of the best opportunities in business. We’ve established that. It’s created careers, wealth, community, and stability for people who were willing to bet on themselves.
The channel loves to celebrate the loud skills; the big wins, the big logos, the big quarters. But if you’ve been around long enough, you know that the people
Every industry has myths. Stories that get repeated so often they start to sound like truth. The channel is no different. Over the years, we’ve built a collection of
If there’s one topic in the channel that gets talked about constantly, and understood rarely; it’s the economics. Everyone has an opinion. Everyone has a theory. Everyone has a
