ARE PARTNERS RESELLING CLOUD SOLUTIONS?

Driving Cloud Adoption

For the last decade, an agent commission model or a referral reward model has been the easiest way for vendors to engage solution providers in cloud offerings.

As we evaluate the adoption of cloud business models by the channel ecosystem, we’ve seen quite a few changes in both partner business models and the vendor programs to engage, empower and evolve the partners. Since there isn't a lot of margin available in a referral deal to motivate partners to recommend cloud solutions to their customers, vendors have started to offer additional engagement models to entice the partners to engage.

Listen as host Diane Krakora, PartnerPath CEO, and special guest Chris Jones, AVP of Channel Sales at AT&T,  discuss the roles solution providers are playing in cloud offerings.

You will hear data and insights on:

  • The types of cloud solutions partners are selling
  • The roles vendors expect their partners to play in cloud offerings
  • The changes happening in the partners business models
  • How vendors are compensating the partners for cloud
  • The differences in gross profit margins the partners make in various engagement models
Diane-Krakora-soft-120 Host Diane Krakora, CEO at PartnerPath
Chris-Jones-headshot-120 Panelist Chris Jones, AVP of Channel Sales at AT&T

Take a listen:

Rafael Contreras

Powerful Partner Feedback

“The information PartnerPath provided was valuable and helpful throughout the entire process. The feedback collected from our partners and shared prior was extremely helpful and strategic and the wrap-up/post data is critical to us as we drive initiatives forward. It will be (and has already been) used over and over in conversations with leadership and partners!”
Rafael Contreras | Area Vice President, Global Operations, Strategy and Chief of Staff at ServiceNow