After years of trying, vendors realise that the long-tail of partners is not a ripe group that with just the right magic touch will turn into gold partners.
Stories by Jay McBain
Following a year of sizeable change across the channel, the next 12 months look set for further disruption for partners, vendors and distributors.
Channel managers are forever fighting for airtime with partners and failing spectacularly. But do they know the major sources of influence?
As a new breed of customer emerges, new breeds of partners are emerging in parallel, creating a competitive threat to the traditional channel.
Uncovering the broad and diverse group of companies who engage, influence, recommend and even resell technology to lines of business.