How Cisco measures partner ‘value’, subjective in theory but customer-driven in practice
Amid a sizeable channel overhaul, Oliver Tuszik documents how Cisco is clearing the murky waters when measuring partners on customer value.
Networking: Interviews
Interviews
Advance: Kiwi partners outline customer investment priorities, assess opportunities ahead
Partner success in the months ahead will centre around helping customers reduce costs while strengthening internal security capabilities, as the channel attempts to kick-start recovery efforts across New Zealand.
Channel marketing during Covid-19: What’s the vendor strategy?
Leading vendors outline key marketing challenges while documenting examples of best practice and revamped engagement strategies in 2020.
Partners to vendors: Time to step up on Covid-19
Vendors are spectacularly missing the mark in managing the fallout of Covid-19 in the channel, with partners in Asia Pacific condemning current relief efforts.
Covid-19: How distributors should respond
In leveraging multiple decades of channel experience, this guide is designed to help distributors overcome market challenges related to Covid-19.
Protecting partners during Covid-19
In the case of Covid-19 - a once in a generation crisis - it’s accurate to report that the channel ecosystem is under water.
How vendors can manage channel partners through Covid-19 crisis
Managing large partner ecosystems during a period of crisis is no easy task as vendors balance short-term and long-term priorities.
M&A in the channel: what’s the partner playbook?
In assessing the channel landscape - locally, regionally and globally - partners are gearing up for another year of frenzied M&A activity.
Top 3 ways to sell managed services through Cisco
Cisco has called upon partners to embrace managed services through the deployment of security, SD-WAN and collaboration technologies.
Cisco makes partner profitability pledge, acts on channel feedback
Cisco has identified partner profitability as a leading priority following an overhaul of back-end processes in response to channel feedback.
HPE on intelligent edge, Cisco and micro data centres
Keerti Melkote talks about networking challenges at the edge, network-based security, micro data centres and new market strategies.
Aruba co-founder talks 'creating experiences' at the edge with IoT and Wi-Fi
Keerti Melkote, Aruba president and co-founder discusses the power of the edge when creating modern digital experiences.
Inside Insight: how a tech titan transformed in Asia
Mike Morgan, vice president and managing director of Asia Pacific at Insight, explains the story behind swapping tradition for innovation.
Dell drives multi-cloud through VMware channel
Dell Technologies has unveiled a new portfolio of infrastructure solutions designed to simplify hybrid cloud deployments, delivered through an ecosystem of VMware providers and hyper-scalers.
It’s a seller’s market, but MSP valuations are too high
Managed service providers are well positioned to pursue a sale process in a market dominated by buyers, but remain hampered by unrealistic valuation expectations.
There are four types of MSP, but which ones sell?
The channel is made up of four types of managed service provider, with each standing to dictate the terms on which a business owner can negotiate an exit strategy.
Growth on the cards as US investment firm acquires Provoke
US-based investment firm Bridgewest Group has acquired Provoke Solutions, as part of plans to provide “substantial growth capital” for the tech specialists.
Microsoft revs up marketing engine for partners
Microsoft is making good on a promise to up-skill a channel lacking in marketing capabilities and competency, through a deepened commitment to partners.
Why channel data is a competitive differentiator
Smart channel professionals are looking at data across the partner journey to differentiate from the competition and accelerate market growth.
Dell EMC attacks multi-cloud market with partners in pursuit
Dell EMC is preparing to capitalise on increased demand for multi-cloud solutions in global, regional and local markets, as the channel follows in fast pursuit.
Edge computing and micro-datacentres are the explosive post-pandemic channel opportunity: Vertiv
Edge computing is experiencing breakout growth, as enterprises look to capitalise on their changing work environment. Research suggests that edge technology spending will grow by a massive 34.1 per cent CAGR over the next five years, positioning it as one of the fastest-growing segments in the industry.. Read more
