This week, hosts Charlene O'Hanlon, channel industry editor & writer, and Diane Krakora, CEO of PartnerPath, chat about some key takeaways from last week's webinar on Power to the Partners. How are partners evaluating vendors and deciding who to engage with? What role does profitability play in this evaluation? What else is involved in this trend? Listen to their discussion and let us know what you think.
This week, hosts Charlene O'Hanlon, channel industry editor & writer, and Diane Krakora, CEO of PartnerPath, discuss the big news from Thursday: Ingram Micro is being acquired by Tianjin Tianhai for $6 billion. Charlene and Diane reflect on the top questions the channel should be asking in the months to come along with possible answers. Only time will tell how this acquisition may affect other distributors, channel partners and vendors, but it's certainly interesting to speculate and see how the channel adapts. Listen to the discussion and tell us what you think!
Channels design, market, sell and service a full solution for customers.
The partners you engage and enable for cloud might not be the same partners in your current program. As IT consumption moves to on-demand and subscription models, the types of partners addressing customers’ needs will shift, as will the services these solution providers offer. Channel partners of the future will manage the entire customer lifecycle – from evaluation, through purchase, adoption and usage. The channel partner who recommends a combination of policies, products and support to address a customer’s needs will truly be their trusted advisor. Not only are they the face of the solution for the customer, since they marketed and sold it, but they are also the brains. The solution provider knows how all the products and pieces work together and specifically, how they work for a particular customer. They own that customer relationship. The power is shifting to partners.
This week, hosts Charlene O'Hanlon, channel industry editor & writer, and Diane Krakora, CEO of PartnerPath, discuss Diane's frustration at the absence of any channel discussion at a recent SaaS Conference, SaaStr Annual 2016 in San Francisco. Over 5,000 SaaS founders, executives and investors were in attendance and several sessions specifically targeted growth, acceleration beyond startup and how to scale sales. So where was the discussion on how channel partners and solution providers can help build solutions around SaaS technologies? Diane and Charlene try to make sense of it.
This week, hosts Charlene O'Hanlon, channel industry editor & writer, and Diane Krakora, CEO of PartnerPath, discuss Charlene's recent brush with an IoT conference. What exactly is IoT, and what is it not? How do companies need to come together to create IoT solutions and who in the vendor community is focused on this space? Listen as Charlene breaks down some of the myth around IoT and let us know how and if you plan to explore this technology.
This week, hosts Charlene O'Hanlon, channel industry editor & writer, and Diane Krakora, CEO of PartnerPath, discuss the idea presented by Tim Harmon of Forrester Research in our recent webinar: that the channel is now in the age of the customer. How is today's customer changing the way the channel operates? How does this shift in the balance of power change the way both vendors and partners sell? Listen to our quick discussion and tell us what you think.
The shift to cloud consumption models changes the channel’s value.
Ten years ago, we had zero questions in our State of Partnering survey asking about cloud and last year, we devoted the study entirely to cloud. It’s not a huge leap to say cloud is affecting every aspect of channel business today. Data shows that end-customers continue to adopt on-demand consumption models, driving a change in vendor and channel ecosystems alike.
This week, hosts Charlene O'Hanlon, channel industry editor & writer, and Diane Krakora, CEO of PartnerPath, discuss the logic of why partners should or should not be part of a vendor's larger sales conference. As conference season begins, sales kickoffs often happen separately from partner conferences though much of the program information may overlap. What are the benefits or problems with inviting partners to sales kickoffs? Listen and tell us what you think!
"Our partners don't know how to do marketing and don't understand the importance of digital marketing." I heard statements like this several times last year and I've gotta say, I think I know how channel partners feel.