Author: Cam Wayland
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, however, the advent of new technologies within the channel, such as Cloud and XaaS, has reconfigured the value relationship between the partner and both customer and vendor. The facts emerging clearly indicate that the largest partners are by no means necessarily the most valuable. What is now clear is that the traditional partner value model is not only redundant, but also, more critically, counter-productive. Read More