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ChannelTech VideoCast: Inside the Mind of the Channel Chief, Part 2

10.29.15

Topics: News and Programs, Channel Best Practices

A Different Breed of Partner

08.11.15

By Diane Krakora, CEO

Last week I was fortunate to be an invited presenter at the CompTIA ChannelCon event in Chicago, IL. It was a fantastic event with about 1,000 solution providers engaging in a very educational curriculum. As a member-driven organization, the CompTIA events aren’t overrun with paid sponsor sessions. Instead, partners can select from dozens of instructive sessions paid for by CompTIA membership dollars. I enjoyed the resulting diversity of content presented.

Topics: News and Programs, Channel Best Practices

ChannelTech VideoCast: The Next-Generation Solution Provider

08.06.15

Topics: News and Programs

Will master be “as good as gold” for Cisco partners?

05.07.14

By Diane Krakora, CEO

Cisco Gold Certification has always produced gold in the bank for partners who attain this pinnacle level. The Cisco Channel Partner Program has always focused on value versus volume, rewarding partners who create value, no matter their size or sales volume. However, Cisco Gold Partners tend to be larger organizations as the requirements to be Gold, including a minimum of four CCIE’s and 30 customer satisfaction surveys completed every six months, are difficult to attain for smaller partners. As a result, Cisco is eager to enhance the branding of the Master Specialization, which more partners can attain, hoping customers will see these specialized partners as “good as gold.”

Topics: News and Programs

How will the Cisco partner ecosystem focus on solutions?

04.30.14

By Diane Krakora, CEO

Companies of all sizes are demanding a full solution (hardware, software and services) to their business needs – which may vary from increasing efficiency in some functional area such as talent management, to reducing IT operating costs, to securing against theft (digital or physical). These companies continue to look to partners to provide the software, hardware, services, policy consulting and even financing to address their business needs and opportunities. Not only do customers want flexible consumption models (on-demand subscriptions), they also expect solutions to their business needs. They are focused on generating business outcomes, not implementing technologies.

Topics: News and Programs

Cisco changes metrics for customer satisfaction

04.10.14

By Diane Krakora, CEO

"What gets measured is what gets done" is an old business maxim that's as relevant today as ever. Sure, companies that win big today play by different rules than in decades past, but they still have to keep score no matter what future they are building. So, if Cisco no longer measures customer satisfaction through their partners, does that mean customer satisfaction doesn’t matter?

Topics: News and Programs

Keep Moving the Cheese at the Cisco Partner Summit

04.08.14

CEO John Chambers pushes partners to sell the Internet of Everything

By Diane Krakora, CEO

At last month’s Cisco Partner Conference, CEO and Chairman John Chambers clearly and emphatically described his vision of Cisco’s future. Throughout his hour-long keynote he warned time and again that change is coming to the partner community and it’s going to be uncomfortable. “The world is changing and is changing fast.” He said it so often I could feel the tension and apprehension in the audience. I lost count after the 24th time he said the word ‘change’ and all this foreshadowing certainly made me uncomfortable. “Oh boy, this announcement is going to be big” was the overall concern from the partners seated near me.

Topics: News and Programs

Fear and Loathing at Las Vegas Partner Conferences

03.28.14

By Tim Lowe, Vice President, Consulting

Topics: News and Programs, Industry Perspective

Dreamforce Walkabout

12.09.13

Did you make it to Dreamforce this year? Experience a brief walk through the Cloud Expo in Moscone North. The final destination is the our booth - home of PRM by Channel Experts.

Topics: News and Programs

Salesforce.com Partner Ecosystem Gains Depth

12.06.13

By Diane Krakora, CEO

Topics: News and Programs, Industry Perspective