Most channel executives are familiar with the dreaded question: What did we get for what we spent in the channel last quarter?
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.
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.
"The pace of change is one I’ve never seen” is a sentiment shared among IT customers, practitioners, vendors and analysts.