|Who are the top 25 channel sales execs who work to bring success to partners? Here they are, as part of CRN's Top 100 Executives of 2017.|
When you're working with customers, the people who build the applications count too, a Red Hat executive tells ChannelCon.
Microsoft's Alyssa Fitzpatrick said solution providers need skills around building, developing and deploying Microsoft Azure.
Todd Thibodeaux said cybersecurity and cloud-based SaaS offerings represent the most immediate moneymaking opportunities.
|Dell EMC has online resources for content syndication, social media and other marketing campaign tactics that are available to partners at no charge.|
|Why do some solution providers avoid the cloud? Eric Martorano of solution provider giant Intermedia offers some answers, and what they can do if...|
In negotiations and disputes, punishment and threats often seem like the only way to win concessions. But business negotiators would do well to remember how Time Warner’s gambit unfolded.
Imagine a typical leader, and you might think of someone who is bold, decisive, visionary, assertive, and charismatic. Now think about the kinds of actions that such a leader might regularly engage in.
Like a contingency, a condition to a deal is a related though far less common deal-structuring technique. A condition is an ‘if’ statement like a contingency, but, whereas a contingency depends on unknown future events, a condition is entirely within the control of the parties involved.
While hammering out an agreement during negotiation, a mid-level manager offered a customer a significant price discount. When the discount failed to materialize, the customer sued. In response, company representatives argued that the manager did not have the authority to offer the discount.
A relationship is a perceived connection that can be psychological, economic, political, or personal; whatever its basis, wise leaders, like skilled negotiators, work to foster a strong connection because effective leadership depends on it.
Trust may develop naturally over time, but negotiators rarely have the luxury of letting nature take its course. Thus it sometimes seems easiest to play it safe with cautious deals involving few tradeoffs, few concessions, and little information sharing between parties.
|Security service providers may want to know how quickly organizations de-provision former employees from their corporate apps.|
|As businesses rip out older middleware in favor of off-premise alternatives, they could turn to managed services, a report concludes.|
|A new report finds that organizations without the latest security are three times as likely to get hit with a data breach.|
As master agents face pressure to grow to keep the channel relevant to telecom giants, more M&A activity may be on the way.
|Cloud-focused partners are increasingly looking for employees that stand out. These certifications help cloud professionals do just that.|
Service providers seen as a help to midmarket firms that are short on skills amid complex cloud infrastructure transitions.