Channels and Alliances
Archives for November 2011 « Recent Articles
I recently presented at CRN’s 2011 Channel conference – held at Arsenal’s Arab Emirates Stadium in North London – see, it’s not always Paris in the fall.
The title of my presentation was ‘the changing face of channel investment’, an insight into some of the merger and acquisition trends in both partner and vendor land. I used two key drivers to explain how I thought these investments were being driven; one was from an evolving technology viewpoint and the other from a financial environment viewpoint. For the first trend I based my slide desk on Frank Gens great update earlier in the year ‘Mobility, Clouds and…Read More »
I was recently asked by a client for a set of criteria to use when rating a partner that a vendor or a customer is considering for a business opportunity. Naturally the set of criteria will vary for each situation or type of partner business model (e.g., Value added resellers, system integrators, independent software vendors), but there is a basic set of questions that everyone can start with. In my opinion, there are three basic reasons to evaluate a VAR (or any type of partner actually): When a vendor is
- Vendor Recruiting a new partner into their Ecosystem
- The main question being what is the potential for the partner to drive business for the vendor.
- Does the partner have expertise in the vendor's product area (which may have been earned working with a competitor's product) or with my products?
- Does the partner have a trained and qualified sales team?
- Does the partner have a trained and qualified technical team (which could be development, services, support)? Does the partner value investing…
A number of clients have recently been asking about Enterprise Application Marketplaces. My colleague @miravperry and I did research on this topic and published the results to our clients in September 2011 (the full report is available on www.idc.com as report #230540 "Enterprise Application Marketplaces"). As part of the research we were asked "what are the top 10 things we need to consider when building or revamping an enterprise application marketplace". So, here's our list….
If a company is building or revamping an application marketplace, IDC recommends the following top 10 items to consider:
- Strategy and business plan. The obvious place to start is with the strategy and business plan for the marketplace. Consider how the marketplace fits within the overall corporate goals along with product and marketing plans. Consider whether the marketplace intended to complete a purchase within the user's visit, intended to drive leads to the partner, or expected to create…