Ease of Doing Business

October 25, 2011 at 5:02 pm Leave a comment

By Cecilia Valdes, Consultant

The ease of doing business is a common goal between channel partners and technology vendors. However, the rapid change in technology has added to multiple partnering business models in offering technology solutions. Only a few years ago the predominant partner types were value-add resellers, corporate resellers and systems integrators. Now there are Infrastructure as a Service Providers, Managed Service Providers, Outsourcers, Software as a Service Providers, Storage as a Service Providers, Technology Providers and many more. In addition, many partners have multiple business models. As we continue the migration to service delivery models via private and public clouds, partnering business models will also have to continue to evolve.

As a technology vendor, one goal is to maintain simplicity; yet, incorporating unique program differences should be a major driver when developing best practices programs. A way to gauge whether a program element, e.g., incentive program, is too complicated is reaching out to your partner community and using key performance indicators. An example of listening to partners could include a short email survey (five questions maximum) on a specific program element considered important to partner success. By keeping the survey very short and to a specific item, you will increase your response rate. Key performance indicators will assist in understanding the effectiveness of a program element in achieving partner goals. If partners are not taking advantage of programs developed to support and provide incentives, seek out feedback and enhance the program with simplicity. If your program element does not affect the behavior of the partner, then you will not achieve your desired outcome.

Vendors forget how busy partners are in working with customers. The time they can allocate to management of partner programs is precious. Keeping the program simple and straight forward improves the ease of doing business and increases the likelihood of a mutually beneficial partnership.


Entry filed under: Industry Perspective, Partnering Tips. Tags: , , , , , , , , , .

Providing Real Value With a Partner Development Manager For Niche Distributors, the Future is Cloudy

Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out /  Change )

Google+ photo

You are commenting using your Google+ account. Log Out /  Change )

Twitter picture

You are commenting using your Twitter account. Log Out /  Change )

Facebook photo

You are commenting using your Facebook account. Log Out /  Change )

Connecting to %s

Trackback this post  |  Subscribe to the comments via RSS Feed

Enter your email address to subscribe to this blog and receive notifications of new posts by email.

Join 27 other followers

Recent Posts

Share This Blog



October 2011
« Sep   Nov »

%d bloggers like this: