Misconception of Demand
Some vendors enter the channel thinking that the Channel will create demand for them. That isn’t necessarily so. In the two biggest channels – Microsoft and Cisco – the demand …
Field of Dreams
“Build it and they will come.” It is from the movie, Field of Dreams, but it is the stuff that tech CEOs believe. Tech firms have a crazy notion that …
Ingram One Worksheet
I will be speaking at the Ingram Micro One event in DC on Tuesday. The topic is the Capitalizing on UCaaS for Cash! I designed a worksheet with some highlights …
The award for UCaaS Goes to…
It is that time of year where every UCaaS provider pats itself on the back for receiving awards, especially if they are on the Gartner Magic Quadrant. [see here and …
Was It Sunny in Philadelphia?
I get why companies have to present at investor conferences – to shore up support, build confidence, tell a story and hope institutional investors buy your stocks, bonds, debt. I …
Has the Channel Show Jumped the Shark?
Many partners say there are just too many shows. Informa, CompTIA, ChannelCo, TD, Ingram, HTG, vendors (like Microsoft Ignite or Dreamforce) and on and on. Too many shows, not enough …