The Cloud Era of Channel Success: Is Your Organization Partner-Ready?

by Diane Krakora – CEO

At the recent Channel Cloud Summit event, Diane Ruth, Executive Director of Business Development at Boomi (the Saas integration leader that was recently purchased by Dell), discussed their strategy for success with partners.

Ruth’s first point was vendors can increase their flexibility by aligning their go-to-market models with the partners’ business models: referral, resell, service bureau (only the partner has access to the platform, performing the full function of the solution for their customer) and OEM. Additionally, that the vendor should define the roles and responsibilities across these business models – clearly describing the interaction point between sales and pre-support, level 1 & 2 support, level 3 support and contract/billing/invoicing policies.