September 4, 2018

The pace of technology change in society and business is dizzying to say the least. And it is exponential, not incremental. Scouring the internet for support of this theory reveals some eye-popping, dare we say mind-numbing proof points. Try these disruptive technology...

June 13, 2018

As we discussed in our last installment of “Modernizing the Channel Model,” change is the overwhelming reason we must revamp the channel model.

Customer needs have changed – technology strategy has become business strategy. Technology has changed – from monolithic legac...

May 30, 2018

When we last left our action heroes, we hypothesized that the channel must modernize its model. But why? The channel appears to be doing just fine, thank you. So why is there a need to modernize the model that has worked so well in getting products to market; that is,...

May 23, 2018

The traditional channel model represented by technology distributors and resellers is under pressure to continue to deliver profitable growth for their shareholders and equity partners; just as they have for the better part of three decades.

And yet, the rapid pace of t...

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