Channel News

Partner Management In The Cloud Era

Wednesday, August 03, 2016

Author: Cam Wayland
We are currently working with a range of clients (vendors and distributors) who have business models that are moving to be more Cloud, annuity or XaaS orientated. In working with these clients, our research findings are suggesting that using “traditional” partner engagement used for “perpetual” products will not give partners the skills necessary to successfully drive and build an annuity revenue stream.

It is highly evident that the skills and activities of vendor partner account managers (PAMs) need to develop and evolve in order to help partners become successful in a cloud or annuity based world. So the question is, what do the PAMs of today need to do in order to be successful themselves and to ensure their partner's success?

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Is Channel First Just Lip Service?

Tuesday, August 25, 2015

Channel Partners deal with vendors all day long. The relationships that channel partners have with vendors are very important, in fact they are critical to their mutual success. The issue is that not all vendors are the same when it comes to how they engage with the channel.

Part of what successful channel partners do, is align themselves with vendors that best fit with their own business goals and business model. What they also need to do however is to align themselves with those vendors that are genuinely channel friendly. In doing this, partners must assess exactly how vendors demonstrate their channel friendliness, rather than just what they are saying.

This article looks at the differences between vendors touting their channel friendliness and vendors actually behaving in a channel friendly way. It explores what it is that channel partners deem valuable in a mutually successful vendor relationship and includes contributions from long standing channel partner community members and our own Cam Wayland. This article is a good read for both vendors and partners alike.

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Channel Loyalty In 2015

Thursday, April 09, 2015

We are hearing and reading so much about the changing landscape of the channel. We hear how the evolution of Cloud means that businesses need to make fundamental changes to their business models and the way they go to market. It is a case of either evolve with the industry or you won’t survive.

These changes mean that vendors must also look at how they incentivise their partner community and how they create partner loyalty. The methods they have used in the past may no longer be relevant given the evolution of Cloud, the move to annuity based business models and the rise of hybrid partners and pure cloud service providers.

Claudio Ayub has contributed an interesting piece to LinkedIn that discusses what needs to be done in 2015 in order to create partner loyalty. He also covers how he believes vendors now need to approach incentivising their partner community under these new market conditions. To read this interesting opinion piece in full, click on the link below.

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Your Incentive Program May Be Producing Poorer Results

Friday, February 27, 2015

Many of us have to motivate or incentivise people that we work with as part of our job. Most of you reading this piece would work with sales staff or channel partners that you need motivate and incentivise every quarter in an effort to reach sales targets. Either way we tend to use financial incentives as a tool to achieve these sales based outcomes we are striving for.

Dan Pink gave an interesting talk in 2009 as part of the TED conference about incentives and motivation and how our default behaviour is to offer an incentive to get an outcome. What he goes on to discuss however is the fact that there is a direct mismatch between what science knows about incentives, and what business does with incentives. While Dan fully acknowledges that under certain circumstances incentives work very well, he highlights instances where incentives actually have the opposite effect. In fact, some of his findings indicate that, when it comes to selling new ideas - eg. Cloud - our traditional sales incentives and partner programs may actually have a negative impact! ...Read More

Channel Dynamics In The Press

Monday, December 08, 2014

At Channel Dynamics we thrive on helping our customers with whatever their channel or business challenge may be. Anything from strategy consultation and program development all the way through sales and messaging training may be required depending upon the client and their business issue. Cam has recently been featured in ARN in two articles for pieces of work he has completed for channel partners Best IT and Zettagrid. While the type of consulting required for each partner was vastly different, the work Cam completed has helped to completely transform the structure and performance of both of their businesses.

For Best IT, Cam was engaged to assist with the development and implementation of a new suite of “white label” or wholesale engineering and professional services, in addition to the development and execution of a mid market strategy. For Zettagrid, Cam helped restructure their business to a partner centric sales and support organisation, as well as build a partner program to support their new partner centric model.  ...Read More

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