Acquiring net new customers has always been a top priority for the channel, yet partners remain painfully unable to execute on such strategies.
As the early rush to the cloud settles into considered deployments, a hybrid state of adoption is emerging across Australia.
The channel is trapped in a continuous cycle of acknowledging change yet failing to respond, with EDGE Research uncovering misalignment between customer demand and partner action.
We assess the cloud spending patterns of customers through profiling readers of CIO, Computerworld, CSO, InfoWorld, ITworld and Network World publications.
The 800-pound gorilla dominating the distribution market is changing direction, in the pursuit of new partners, vendors and customers.
Dimension Data, NTT Communications, NTT Data, NTT Security and NTTi3 are merging to create a heavyweight technology provider.
Dell EMC is delivering on the promise of increased opportunities through the channel by rolling out a fresh round of partner incentives locally.
During the past two years, Deloitte has acquired nine technology specialists in Australia as part of aggressive go-to-market plans.
Deloitte in Australia, New Zealand, China, Japan and Southeast Asia are coming together to create Deloitte Asia Pacific.
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.
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?
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.
Tech giant establishes five routes to market across expanding ecosystem.
Why going against the grain is generating new levels of reseller value.
“The sales people and engineers are already talking about who will team up with who next year,” according to Accucom owner, Sam Sarkis. As one of the winners of the Arrow APEX channel program for 2018, Accucom found success by partnering its sales and engineer staff, and then encouraging productive, friendly competition between them.. Read more