Archive for May, 2011

When Building Partner Skills Sets, Don’t Short-change Marketing

by Beth Vanni, Vice President

The last two years of economic downturn has seen vendors hard-pressed to allocate their increasingly limited resources across diverse types of partner support. Some activities, such as marketing tools and support have taken a back seat to more skills-related investments including online training and technical certifications which, vendors assumed, would ensure a greater return on investment for both them and their partners.

While partner training is mission-critical to building a long-term foundation for success, it is equally important to ensure that partners are actively marketing their hard-won skills and clearly differentiating themselves in the market. (more…)


May 25, 2011 at 5:27 pm Leave a comment

Leveraging Social Networks for P2P Collaboration – Are We There Yet?

by Beth Vanni, Vice President

Virtually all companies are now beginning to engage in some type of social media with their customers and their partners.  Facebook and Twitter icons are familiar sights on corporate website homepages, as are links to corporate weblogs. In five short years, social media has become the rule rather than the exception, and conspicuous only by its absence in today’s highly collaborative environment. But for all the customer-facing social media activities, what are vendors doing to foster either Partner-to-Vendor (P2V) or Partner-to-Partner (P2P) collaboration and network building using this powerful medium? (more…)

May 25, 2011 at 5:16 pm Leave a comment

The Cloud Comes with Many Financial Questions for Transitioning Solution Providers

by Sallie Martin, Consultant

There was a lot of discussion at the Baptie ChannelFocus conference surrounding the Cloud. A topic that recurred multiple times was the financial aspect of how the channel will be affected by this ‘new’ model. Many Solution Providers who haven’t already transitioned into the MSP model have several issues facing them as they look toward the future. The most glaring point is how to move to a recurring revenue model while trying to pay the bills based on traditional upfront payments. (more…)

May 13, 2011 at 6:35 pm Leave a comment

Pre-sales Prospecting: The New Channel Competency Imperative

Beth Vanni, Vice President
For as long as there have been indirect channels for IT products and services, vendors have sought the attention, investment and loyalty of channel partners for one primary reason — to expand their market reach. The promise of new projects and new customers has been not the only driver in forging vendor/channel partnerships, but it has been a key one. But what combination of competencies makes a solution provider most adept at driving new business, especially for emerging technologies? (more…)

May 11, 2011 at 4:51 pm Leave a comment

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