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Darwinism Versus Protectionism

07.01.20

Are you culling the herd or protecting vulnerable partners?

In our recent channel chief virtual roundtable event, we discussed the effects of the global pandemic on partnering plans and programs. Accelerated digital transformation ushered in by social distancing practices is driving all ten participants to change some aspect of their channel model. Framework adjustments include new compensation plans, shifting to virtual education platforms, delaying program launches and changing criteria for spending MDF. But the most divergent conversation regarded what to do with small and medium partners who are financially struggling during these uncertain times.

Topics: Industry Perspective

6 Elements of SaaS Partner Programs

04.29.20

In this month’s PartnerPath Trailblazer Forum, seven participants discussed elements to consider when designing a SaaS partner program. From the attentive and lively discussion, it was clear the elements fall into six buckets – and that each element depends on several factors such as company goals, product complexity, end-customer target, history of channel relationships and overall size of partner ecosystem. Think about these six elements and know that ultimately your SaaS partner program will be unique to your situation. There is no one right answer for how to deal with these elements.

Topics: Industry Perspective

COVID-19 & The Channel

04.08.20

6 Ways to Adapt

As an extrovert, today’s milestone of one month stuck at home is particularly traumatic. The San Francisco Bay Area was among the first to receive orders to Shelter in Place, and I’m going a little crazy. To distract myself from missing large gatherings (or any gatherings), I’ve been pondering: how is the COVID-19 pandemic affecting the solution provider ecosystem and the vendors that rely on indirect channels?

Topics: Industry Perspective

Vendors, Fix Your Mistakes

11.20.19

What mistakes are vendors making with their partner ecosystem?

A major data point driving home MAKE FEWER MISTAKES is the list of open-responses from partners* detailing mistakes vendors make as they are engaging a solution provider organization. Direct from partners, the submissions center around three themes again this year:

Topics: Channel Best Practices, Industry Perspective

Cisco Partner Summit – DevNet

11.18.19

This month, CEO Diane Krakora attended the Cisco Partner Summit in Las Vegas. In this short video, listen to her chat about Cisco DevNet, the developer program that delivers APIs, SDKs and sandbox to developers. It's critical that partners have the ability to build solutions and create customer outcomes.

Cisco Partner Summit Day 3

Topics: Industry Perspective

Cisco Partner Summit – Customer Success

11.15.19

This month, CEO Diane Krakora attended the Cisco Partner Summit in Las Vegas. On day two, she listened to numerous roundtables where the terms customer experience, customer success, customer satisfaction and customer lifecycle were used interchangeably. AHHHH! Listen to her short video explaining why these are all different and then focus in on the critical element of customer success.

Cisco Partner Summit Day 2

Topics: Industry Perspective

Cisco Partner Summit – Own Your Edge

11.13.19

This month, CEO Diane Krakora attended the Cisco Partner Summit in Las Vegas. On day one, she attended the keynote from CEO Chuck Robbins and found several of his key points interesting, in particular the idea of engaging different types of partners and examining unique partner value. Listen to her quick take on the day.

Cisco Partner Summit Day 1

Topics: Industry Perspective

Fostering the Partner Ecosystem

10.30.19

The primary goal of vendors focused on recruiting and onboarding partners is to identify and engage new types of partners. These are organizations that aren’t traditional IT solution providers and yet have influence in cloud-based technology solution purchases. Jay McBain of Forrester calls them shadow channels as they aren’t engaging with customers or vendors in the traditional way. We at PartnerPath take a bit more positive nomenclature and call them next-generation channels.

Topics: Channel Best Practices, Industry Perspective

3 Cloud Considerations

10.16.19

The Roles of Enablement, Spending and Distribution in a Cloud Sales World

 

Does enablement ever end?

Enablement is a key tenet to partner success. Both the vendors* and the solution providers* want to invest in enablement. The better trained a partner is the more they design effective solutions to customer needs, produce differentiated marketing campaigns, accurately position the products and troubleshoot issues. Enablement is really a win-win for all sides – vendor, partner and customer.

Topics: Channel Best Practices, Industry Perspective

Empowering Partners in Cloud Solutions

10.02.19

To capitalize on the growing cloud market and drive solution providers to resell cloud solutions, leading vendors are investing heavily in empowering their current partner ecosystem and finding new cloud-focused partners.

 

What are the vendors’ key priorities?

The vendor respondents’* top priority for growing and managing their partner ecosystems is to recruit and onboard new partners. Of the vendors eager to recruit, over 50% of them are looking for born-in-the-cloud solution providers and on average, they’re hoping to recruit and onboard about fifty of these partners in 2019. Systems Integrators and Managed Service Providers also top the list of the types of partners prioritized to recruitment and onboarding in 2019.

Topics: Channel Best Practices, Industry Perspective