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Changing Channels uncovers what it takes to get the next generation of technology to market. Join Larry Walsh, chief analyst and CEO of Channelnomics, for candid conversations with thought leaders, channel chiefs, and partner executives sharing actionable insights, best practices, and lessons learned in a channel that’s constantly changing. Each episode provides expert go-to-market guidance for enhanced performance in the channel.
Episodes
Wednesday Nov 08, 2017
Wednesday Nov 08, 2017
Vendors often talk about the importance of “ease of doing business” with partners. Many partners, though, are moving away from the reseller model in favor of their own services. The reason: Vendors are anything but easy when it comes to enabling partners to resell product. Former VAR turned service provider Andrew Plato of security specialist Anitian joins Pod2112 to discuss everything that’s wrong with the conventional vendor-partner reseller model and why reselling product is increasingly less advantageous. Every vendor needs to hear this.
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