Reminders

Channels and Alliances

OfflinePhoto of Ray Boggs

Millennials (born between 1982 and 2000) are attractive prospects in three ways: 1) Interest in leveraging technology; 2) Comfort with advanced mobile capabilities and resources available on the cloud; and 3) Strong interest in doing things better and more efficiently to improve business outcomes, and also enhance the quality of life they enjoy. But only 6-9% of SMBs have them at the top. In ten years things will be different.


OfflinePhoto of Darren Bibby

Partner transition to cloud business models has been underway for some time and isn't over yet, so we are still seeing new aspects of adaptation. We expect to see two interesting changes accelerating in 2014: More options for a monthly buying model, and a newer, younger breed of salesperson.


OfflinePhoto of Darren Bibby

What's the future of Distribution? Well it's flying drones, of course! Just kidding (I think?).

Clearly logistics, inventory management, and pick, pack and ship are redundant when software is delivered as a service. However, this doesn't mean we think there is no role for distributors in 2014 and beyond. There are several reasons behind this.


OfflinePhoto of Pam Miller

In contrast with the way it used to work, the bulk of technology innovation is now originating from the consumer world rather than from the realm of business. Companies that were originally focused on the consumer marketplace are now expanding to the enterprise through partners. Some of these companies began selling to business with a direct model but found they couldn't match the reach and breadth offered by the channel.


OfflinePhoto of Pam Miller

As SaaS, PaaS and IaaS commoditizes traditional offerings, differentiation is the key to partner survival. The cloud is based on more consistent architectures necessitating fewer customized products. This sets up greater vendor price competition and makes it difficult for partners to attain healthy margins. Partners will not be successful unless they differentiate their solutions and create their own secret sauce that cannot be easily replicated. This has always been the approach of the cream of the crop, but now it is table stakes.


OfflinePhoto of Steve White

We will be sharing the top 10 Channel and Alliances 2014 predictions throughout February. This blog post looks at the sixth of those predictions: that New Alliance Metrics Will Emerge to Address Business Value.


OfflinePhoto of Steve White

We will be sharing the top 10 Channel and Alliances 2014 predictions throughout February. This blog post looks at the fifth of those predictions: that Alliance Portfolios Will Foster Incubation.


OfflinePhoto of Marilyn Carr

We will be sharing the top 10 Channel and Alliances 2014 predictions throughout February. This blog post looks at the fourth of those predictions: that Telcos Will Become the New Jedi Masters.


OfflinePhoto of Marilyn Carr

We will be sharing the top 10 Channel and Alliances 2014 predictions throughout February. This blog post looks at the third of those predictions: that Partner Programs Will Reflect New Partner Business Models.


OfflinePhoto of Paul Edwards

We will be sharing the top 10 Channel and Alliances 2014 predictions throughout February. This blog post looks at the second of those predictions: that Partner Enablement will Become the New Currency.



Viewed 413,229 times