Author: Tamara Hodkinson 10 years really does go by very quickly. So much can happen in that time, like huge leaps in technology or vast changes in the state of the global economy. Yet at the same time so much can stay the same, like some of the social issues we face as a nation, … Continued
It’s the end of the quarter, and we need to make the number. So out come the promos! We’ve all heard them before. “Buy 4, get 1 Free”. “Take 2 months stock, and I’ll give you a discount”. “Drop your margin by a couple of points to help us get this deal, and we’ll owe … 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
There is no doubt that customers are starting to examine how they procure technology, and opting for a Cloud model rather than the traditional CapEx model. However, while this shift may provide a range of benefits for the customer and potentially the channel, it also brings with it some fundamental changes to the way technology … 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
It’s impossible to pick up a technology paper today without reading about the growth of Cloud and the fact that everyone will only buy technology “as a Service” in the future. Despite the fact that I disagree with that statement (I think there will always be people who will want to buy products outright) there … 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
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