Channel News

The Best of Articles for 2018

Monday, January 07, 2019

We hope that you had a good Christmas break and are back refreshed and ready for a tremendous 2019. Last year there were a couple of dominant themes we believe will continue to shape the channel throughout 2019. Unsurprisingly the clear leaders were cloud compute and storage, connectivity and security, really all just components of “cloud computing”.

Here are 6 articles from ARN & CRN we believe are worth a second read, or perhaps a first read as most appeared over the holiday period, to bring you right up to speed. Speaking of speed, we have included the 2 stories on new subsea cables, as we believe they are “game changers” for cloud in Australia, providing an additional 79 terabits of connectivity. Cloud computing only works if you are connected! We wish everyone a prosperous and secure 2019. ...Read More

Cloud Service Providers Set for Business Model Overhaul

Tuesday, October 30, 2018

The absolute truth when it comes to most things in life is that the only constant is change. Technology evolves at an incredible rate and as a result customer needs and demands change. Being agile enough to respond to these needs is key to success. Being at the forefront of these changes and possibly slightly ahead of them is even better. 

While some of you might feel you are only just restabilising after the shift to a cloud based business model, you can't afford to relax now. This article highlights the trends in the market for 2019 for Cloud Service Providers and what it is customers are now looking for from their partners. ...Read More

Are Vendors Leaving Long-Tail Partner Strategies Behind?

Friday, April 27, 2018

Long tail partners are the partners that sit in the 80% of a vendors partner group, but only generate 20% of their revenue. For many vendors, time, money and resources have been put to work trying to build and cultivate partners in that 80% to become bigger revenue generating partners, but is this the right thing to do? Will these partners continue to transact the revenue they already do without additional programs, funding and support?

Jay McBain has written quite an interesting article for ARN arguing that vendors need to stop looking at their partners purely based on the amount of revenue they do. He suggests that perhaps partner programs need to be less focused on revenue generated and look more at the markets and sub-markets that these partners take vendor solutions into. It is an interesting perspective and Jay makes some very good points. Read the article to learn more. 
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Vendors Please Stop Pretending To Be Start-Ups

Thursday, February 22, 2018

The ultimate goal for vendors in the channel is to have channel partners sell their solutions to end users. The ultimate goal for all channel partners is to make money, typically from selling vendor solutions. So while it is important for partners to differentiate themselves in the market place to their customers, it is critical for vendors to do the same to partners. It seems that one of the key ways this can be done is so incredibly simple.

Tell your partners in plain English where your solution fits within the partner business model and how the partner can make money selling your solution. It seems that with the rise of social media platforms partners don't want another inspirational quote or start-up story. They want to know how a vendors solution will make them money and to be taught how to sell it. Sounds like vendors need to bring it right back to the basics.
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Edge 2017 - Uncovering the 5 New Partner Types Now at the Customer Table

Wednesday, September 13, 2017

Just as technology changes the way business is conducted (think the arrival of the Cloud as an obvious example), it also changes the way customers engage. When customers change, the channel adapts accordingly, and it seems we are seeing new partner types emerge in response to the customer's changing behaviours.

At the recent ARN Edge 2017 conference, Jay McBain (Principal Analyst, Global Channels at Forrester) discussed 5 new partner types that have been identified and are now appearing in the marketplace. Read this article in full to find out what these partners look like and what role the traditional reseller still has to play in this changing landscape. ...Read More

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