Earlier this year, an article appeared in The Wall Street Journal titled “Everyone’s talking about AI agents. Barely anyone knows what they are.” It began with the premise that ‘Agentic’ is the biggest buzzword in Silicon Valley, but tech companies and enterprises lack a common understanding of its meaning. So what exactly do we mean when we … Continued
Building and managing a partner ecosystem has always been complex, but as AI becomes more embedded in business strategy, traditional approaches to partnerships often fall short. As companies grapple with higher customer expectations and increased competition, there’s growing pressure to make partnerships more intelligent, data-driven, and predictive – moving beyond gut feel to real insight … Continued
Ok, so you’re a vendor who’s “100% channel”. Great! But is it working for you? Because I meet a lot of vendors who say they have a “100% channel” model but still complain about lacklustre results from non-performing partners. If that’s you, my guess (based on having assisted more than 180 vendors over the last … Continued
Bill Gates once said: “Most people overestimate what they can achieve in one year and underestimate what they can achieve in ten years.” So what happens when someone tries to predict 30 years into the future? In 1995, the BBC’s Tomorrow’s World program dared to predict what the year 2025 would look like, envisioning everything … Continued
It’s the start of a new year, and what does that mean… predictions, predictions, predictions! As with every year, the analysts try to forecast what’s in store for the 12 months ahead. For a lot of companies in the IT sector, 2024 was a challenging year, and I’m sure many are looking forward to 2025 … Continued
In the competitive landscape of the IT industry, the effectiveness of a company’s channel strategy can be the difference between success or failure. Channel managers play a crucial role in driving revenue, expanding market reach, and fostering strong relationships with partners. Which is why it is so surprising to me that so many companies hire … Continued
I am constantly surprised when I hear someone being described as an excellent sales person because they have the gift of the gab. Because for me, selling isn’t about talking, but about being curious. In this short video, Colleen Francis from Engage Selling breaks down why the real secret sauce isn’t in what you say, … Continued
As organizations continue to adopt generative AI (genAI) tools and platforms to create efficiencies and boost worker productivity, they’re also grappling with the high costs and complexity of the technology. In particular, the foundation of genAI – large language models (LLMs) – can be massive. But a quieter revolution is brewing: small language models (SLMs). … Continued
In 2017 I wrote an article about 10 Lessons that Channel Managers could learn from Trump. Watching the Trump-Harris debate a few nights ago prompted me to think about that article, and see what we could learn from this debate. Firstly, I should say that while I’m not a Trump supporter, and believe that Harris … Continued
For the IT channel, AI holds great potential, but it has some downsides that are inevitable to all new technologies. This article from CompTIA offers invaluable insights into how artificial intelligence is reshaping the IT channel. It aims to provide MSPs/solution providers with a deeper understanding of the transformative potential of AI, from enhancing customer experiences … Continued
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