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Research shows that working with distributors increases chances of go-to-market success for both vendors and partners. ...
Partners say their vendor relationships are profitable, yet only 13% earn most of their profit from vendor margins and ...
Vendors often turn to new programs, incentives, and technology to re-engage partners when the better answer may be ...
In both North America and Europe, partners express confidence in their ability to adapt, compete, and increase revenue ...
Ecosystems explain how companies collaborate to create value; the channel still defines how that value reaches the ...
As AI becomes embedded in partner operations, vendors should rethink tokens as benefits, incentives, and MDF ...
Tens of thousands of AI-native consultancies are shaping customer decisions outside traditional partner programs. ...
The channel's future won't be defined by the technologies partners sell but by their ability to simplify increasingly ...
For years, the channel has talked about strategic selling, managed services, specialization, and ecosystems. AI is ...
Technology markets are entering a new phase of transformation, forcing vendors and partners to rethink where value is ...
Vendors carefully measure the value of incentives and benefits, but they often overlook the cost that partners incur to ...
Consolidating distribution may improve efficiency and lower operational costs, but relying on a single distributor can ...
Vendors operate on quarterly reporting cycles, while partners build businesses on annual horizons, creating structural ...
Strong demand for customization and services highlights critical role of partners and risks of underpricing value ...
Partners have high growth expectations, and they say these are the top sources of that growth. At the beginning of ...
When vendors create space for partners to market upstream, they gain better visibility into capabilities, identify ...
Most channel strategies fail because vendors prioritize revenue before defining the partner’s mission. Sustainable ...
Budgets are tightening, expectations are rising, and automation is becoming the primary lever for improving channel ...
Built through extended partner collaboration, Cisco’s redesigned framework points to where vendor-partner relationships ...
The channel’s future isn’t about trade-offs; it’s about identifying positive-sum relationships and establishing ...
Ecosystems promise collaboration, but most channel programs are built for efficiency, control, and margin protection — ...
As hyperscaler marketplaces and AI reshape sourcing and delivery, vendors prioritizing equity over scale will capture ...
HyperscalerGTM seeks to close long-standing automation, authorization, and attribution gaps that have kept partners on ...
By building a capability-based ecosystem, Snyk is aligning partners to address the scale, complexity, and security ...
Leverage PABs as a bridge to your partners. Equipped with intelligence from PAB members, you can optimize your channel ...
Channelnomics analyzed thousands of partner comments to identify the favorite features of channel programs. IT vendors ...
The channel is a powerful, productive route to market. Yet, many vendors doubt the value of partnerships. Here are ...
The channel is facing continued disruption and transformation in 2025. The convergence of economic pressures, ...
