The VAR Economy: Work Environment
Our ongoing review of the current state of employment for IT service providers in the U.S. In this September 2012 installment we look at the current factors affecting average VAR employee salaries.The...
View ArticleDistributors Playing More Pivotal Channel Role
Suppliers are beginning to turn to distributors more frequently in an effort to increase brand awareness, market penetration and overall relationships with end-users.The post Distributors Playing More...
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Channel Chiefs Welcome the Return of the VAR
The annual 2112 Channel Chief Outlook report finds vendors are turning back to resellers as they look to partners to resell services. By Larry Walsh For the past decade, being labeled as a VAR – or...
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Measure and Report What Matters to Management
One in four channel chiefs struggle to demonstrate the value of their partner programs to senior executives; a large part of that challenge is getting on the same page in terms of language and metrics....
View ArticleThe 15% Rule of Solution Provider Growth
“The channel” – the collective of resellers, service providers, integrators and agents – is a remarkable mechanism for vendors to extend market reach and customer support. Every industry has a...
View ArticlePartner Growth Expectations, 2021
The general partner outlook for 2021 is best described as muted. While 70% of partners expect growth of 5% or more, that’s 25 points lower than pre-pandemic expectations. Although two-thirds expect...
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