There is no doubt that the Cloud and Cloud services represent a paradigm shift for technology providers, business customers, and consumers during the next few years. To quote Peter Sondergaard, Gartner Sr. VP:
“Cloud computing will transform the IT industry as it will alter the financial model upon which investors look at technology providers, and it will change vertical industries, making the impact of the Internet on the music industry look like a minor bleep,”
The key factors that will determine the success of selling Cloud services through the channel have little to do with technology and everything to do with the Cloud business model in terms of how it affects both vendors’ and partners’ finances—revenue, cash flow, balance sheet—and the customer relationship.
These factors are: Read more…
During the recession it was a bit like pulling teeth to get partners to respond to vendor surveys. We’ve recently been conducting quite a few surveys for vendors and I’ve noticed that response rates are noticeably higher than they have been the last few years. Prior to the “Great Recession,” we would generally see response rates of 3-5% for most online surveys among our technology clients. Then, during the recession there was a huge drop-off and 1-2% became the norm.
Now, we’re seeing response rates of up to 8% (and that’s for rather robust invitation lists)!
I’ve been mulling over the possibilities for these increases…. Read more…
Low and behold, “economic experts” (The National Bureau of Economic Research) told us that we actually emerged from one of the worst recessions in history back in June 2009. I am glad they told me. I don’t know about you, but it did not look that way to me over a year ago! Apparently, 74% of Americans do not agree and believe that the economy is still in a recession, according to a new CNN/Opinion Research Corporation poll.
While the recovery appears to be lackluster, the technology sector is ahead of the curve. Read more…
For many technology vendors (B2B or B2C), the channel is their primary vehicle for increasing revenue and expanding market share. As the equation goes, partner success = vendor success.
Unfortunately, vendors often lose sight of the day-to-day operations of their partners – a disconnect that can limit opportunities. In order to cultivate a successful business relationship, clear communication between vendors and partners is key. As you craft your channel programs, tools, and go-to-market strategy, here are a few tips to help you keep the partner in mind. Read more…
