Danger! Cloud Crossing Ahead

Business model transformation is one of the most disruptive changes a business can face and it isn’t pretty.   As often is the case in disruption, those companies with the most invested in the old model have the most to lose since making the shift will cannibalize their existing business.  But if they don’t make the [...]

By |2018-07-27T18:51:18+00:00May 28, 2014|

Why do Channels Matter to Alliance Managers?

Because more and more, channels are becoming the preferred route to market for alliances. As a recent CRN article on the VCE alliance illustrates, when alliance managers choose channels they need to understand how they work, what motivates channel partners, what are the economics, and how to deal with channel conflict. With new models of [...]

By |2018-09-11T21:55:07+00:00May 6, 2014|