Articles by Ken Mercer

1. 6 Steps To Conquering The “Channel Evolution Challenge” 2/9/2015

   There doesn’t need to be fear in the channel. But VARs, agents, and systems integrators who hand off prospects to services providers stand to lose revenue — and the customer — forever. This nightmare scenario is commonplace for companies that fail to expand their solution menus, stay educated on new options, and team with master agents with a broad services portfolio.