Every channel leader is looking to generate greater commitments but most struggle with building partner enthusiasm and energy behind such sales and growth strategies.
Upon debuting as an end-to-end IT services provider, DXC Technology aimed to deliver on a digital promise.
Channel managers that rule in exile from Sydney and Melbourne are facing a dilemma in New Zealand. Should they go big or go home?
In a country inspired by innovation and dominated by disruptive thinking, market differentiation represents a challenging undertaking for Kiwi businesses.
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.
Most channel executives are familiar with the dreaded question: What did we get for what we spent in the channel last quarter?
List of suppliers appointed to provide telecommunications services to New Zealand Government has been expanded, with 12 more providers recruited in 2018.
Following a year of sizeable change across the channel, the next 12 months look set for further disruption for partners, vendors and distributors.
It’s time for businesses to up their game in sales enablement to succeed in the hyper-crowded Internet of Things market.
As a new breed of customer emerges, new breeds of partners are emerging in parallel, creating a competitive threat to the traditional channel.
Starting with the customer is crucial when creating a viable channel strategy - EDGE Research outlines end-user priorities across A/NZ.
Professor Mohan Sawhney of the Kellogg School of Management pressed pause to outline the future channel opportunities during the opening keynote of EDGE 2017.
Reseller News examines the books of New Zealand’s largest IT services provider.
Once the customer and now the integrator, Datacom Group CEO, Jonathan Ladd, explains the power of people.
The art of surviving and thriving in the eye of the digital storm requires the modern-day partner to ask new questions of customers, while learning from the experiences of previous channel failures.
Hewlett Packard Enterprise honed in on the skills required for partner differentiation in 2016 and beyond.
Culture guru Stan Slap headlined EDGE 2016, with a reality check for the local channel.
Tech giant takes the concept of partner-to-partner collaboration to the next level.
Dell opened the industry's leading destination channel conference with a message for the future.
Hewlett Packard Enterprise division aims to build on the company’s double digital growth of 2015.
The storied Toshiba laptop brand relaunched globally as Dynabook last year. Kickstarting 2020, the channel-centric vendor has been offering partners a $50 incentive per notebook sold.. Read more