Recently we have been working with a number of service providers building out their channel and XaaS offerings. The first part of the process is helping them to clearly define their target customer, and as a result what will be the best type of partner to acquire and service this customer. The second thing we … Continued
Customer life cycle management is an important issue for every business selling cloud services. Where there was once traditional solution selling around a large capital item followed by install and management, we are now seeing the consumption of IT as a service driven by cloud technologies. Cloud services are usually billed monthly over a fixed … Continued
We have recently been asked by a couple of clients to help them design, build and implement a new partner program, either as a re-launch of an existing program or as their first serious attempt at recruiting and managing partners. We hope this article provides an insight into what to do, what not to do, … Continued
Finally, it’s your turn at the helm doing a partner review or facilitating an important meeting. Prove yourself in front of your peers and partners, and you’ve proved yourself full stop. Allow yourself to be the ringmaster in a cacophony of bad or no decision making, however, and it’s as though you drilled a hole … Continued
In 1906, Italian economist Vilfredo Pareto created a mathematical formula to describe the unequal distribution of wealth in his country. He had observed that 80 percent of the property in Italy was owned by 20 percent of the people. It was Quality Management Pioneer Dr Joseph Juran however who suggested the principle within his field … Continued
Earlier this year, we wrote about the “Conscious Competence” Model and how newly recruited partners also go through the same 4 stages as newly recruited employees, and how your channel enablement style needs to change accordingly. In this article we take the concept further by overlaying a typical partner program training, enablement and certification approach, … Continued
Recently I’ve been working on several channel program design projects, and I am surprised to see vendors invest so much effort into their program offering (tiers, benefits, etc), but not put much thought into the actual engagement model. The end result is usually some form of channel conflict, or gaps between partner’s expectations and vendor … Continued
Traditional partner value or vendor engagement strategies have typically been dictated by program requirements. Under this model, partners are assessed according to the level of revenue generated and the level of certification achieved. Based on this assessment, partners are then assigned a rank, within the program hierarchy, of Gold, Silver, or Bronze. In recent years, … Continued
As the year draws to a close we are often asked about our tips or ideas for the coming year. This year our number one tip to improve channel performance is easy to do, costs very little, but will deliver huge gains in productivity, relationship alignment as well as revenue. Simply conduct regular structured business … Continued
Lately we have seen many VARs looking to move a portion of their clients to either a Managed Service or some type of XaaS Cloud based service. However it is not just the technology the reseller has to consider as part of this strategy. Any move to transition business to this type of recurring revenue … Continued
CHANNEL NEWS
An informative Industry News & Announcement Service
Over 8,500 Subscribers
WHAT OUR CLIENTS SAY
