Archive for April, 2010

HP’s New Channel Chief Promises Operational Fixes to Drive Simplicity

By Diane Krakora – CEO, Amazon Consulting


April 29, 2010 at 9:07 am Leave a comment

People and Pay-for-Performance are Vendors’ Top Spending Priorities

Beth Vanni – Director, Market Intelligence
Amazon Consulting

What channel spending is viewed as having the highest ROI for vendors?  And what investments are vendors planning to reevaluate or reduce this year?  Data from the Amazon Consulting 2010 State of Partnering Study indicates that the pendulum has swung back in favor of people as the vendor channel investment with highest ROI. Yes, good old partner-facing staff.

2010 was a tenuous year for many channel sales mangers.  A number of companies made significant changes to their field and phone-based coverage model and reevaluate both the number and type of partners a field channel sales manager would support.  And, those vendors that didn’t make changes were reevaluating compensation plans and core performance criteria for 2010.  Ironically enough, data from other Amazon Consulting research indicates that the top five vehicles solution providers want to use for two-way communication and collaboration with their leading vendors are all face-to-face:  local regional events, user groups, partner advisory councils, annual partner conferences and discussions with vendor’s staff were all highly ranked vehicles.  (more…)

April 21, 2010 at 10:54 pm 1 comment

Autodesk Media Day: Does Customer Centricity Lead to Partner Centricity – or Vice Versa?

Does customer centricity lead to partner centricity – or vice versa?

Autodesk recently announced a shift from a vertical market focus to customer centricity. This evolution has big implications for Autodesk’s 1,900 channel partners globally, who are nearly exclusive with Autodesk, generating 95+% of their business from Autodesk solutions. Instead of segmenting customers and the partners that serve those customers by 9 distinct vertical market types, Autodesk has condensed certifications into three groups.  The goal of this evolution is to become easier to do business with, by providing the partners with greater access to products to better serve their customer base and the ability to maximize the partners’ use of their trained resources across a wider customer set.

See Also:
The Cost of Complexity Study | Executive Brief

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April 12, 2010 at 10:14 pm Leave a comment

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