Archive for September, 2010

Sophos Value – Based Global Partner Program Adds to the Bottom Line

Working with Amazon Consulting, the security vendor crafts and implements a new structure, resulting in consistent messaging, increased partner satisfaction and increased revenue, among other things.

Bill Marcus, Director of Client Services, Amazon Consulting

Recently, security software company Sophos hit the proverbial wall with its decentralized channel strategy. For some time, the company’s global regions had operated autonomously when it came to market strategies and partner programs. As Sophos grew its business, this approach was becoming increasingly costly and wreaking havoc on the company’s bottom line and its ability to build sales. (more…)


September 30, 2010 at 7:38 pm Leave a comment

Oracle OpenWorld 2010

Mark Hurd made his first public appearance as the the newly minted president of Oracle at the PartnerNetwork Forum on Sunday, September 19th – the appetizer to the Oracle OpenWorld event. Judson Althoff, senior vice president of worldwide alliances and channels, asked Mark four questions. Watch Diane’s video-blog for the details on those questions. He left the partner audience with three things to remember. One, recognize the opportunity in the complete Oracle portfolio – from database to applications and now hardware, Oracle has the most complete solution portfolio in the industry. Two, get specialized – differentiate yourself with customers and the Oracle field sales team by completing the specialization courses and tracks. And lastly, engage with the Oracle field sales team in a way that compliments them in the market place – don’t do what the Oracle sales team does in the in the same place they do it.

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September 23, 2010 at 3:41 pm Leave a comment

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