Posts filed under ‘Partnering Tips’

Amazon Consulting’s Approach to a Unified Global Partner Program

by Diane Krakora – CEO

In our previous blog post, we introduced Quest Software and its business partner needs. Unifying the channel program for Quest and its partner community became a vital corporate priority. Quest engaged Amazon Consulting to help build collaboration with industry partners, increase opportunities for partners to grow sales and profitability and deliver greater customer satisfaction. (more…)


December 27, 2011 at 7:25 pm Leave a comment

Where Solution Providers Can Turn for Financing

by Tim Lowe – Director, Consulting

Channel financing issues can be at the core of a solution provider’s mobility or the reason why you keep hitting roadblocks. For solution providers in today’s economic environment, credit is no longer readily available. Several credit facilities that were options five years ago no longer exist today. Finding sources of short-term financing for large deals in particular is more challenging and more time-consuming than it was in the past.

But credit for solution providers is just as important in an up economy as in a down economy. My experience has been that if you don’t plan for success and line up avenues of credit before you need them, then you will limit your ability to prosper in any economy. If you plan on growing, it’s better to solve these issues before you need the credit.

So where can solution providers turn for financing? The fact is that vendors and distributors are places where solution providers can seek financing for their own businesses.


December 7, 2011 at 6:11 pm Leave a comment

Ease of Doing Business

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. (more…)

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

6 Key Steps to Partner Automation

“Doing the Right Things – Now”

Kevin Rhone – Director, Client Services

Justifying budgets is an unending task for most companies. Can we justify an investment in automation technology? Is our business mature enough to absorb the time and expense to grow to the next level? Is now the right time?

In Amazon Consulting’s last Webinar, “Engaging and Empowering Service Providers Through Partner Automation,” I had the opportunity to interview Patrick Simonds, Partner Program Director at Ciena Corporation, to discuss some of the lessons that Ciena  learned while implementing a partner automation system. 

“Automation for Ciena has been about making our newly documented program real,” said Mr. Simonds. “It makes our partners accountable and helps them see what their program participation looks like. Through automation, we can share requirements and benefits with partners so they always know where they stand.” (more…)

October 19, 2011 at 7:44 pm Leave a comment

The Secret Weapon: Partner Automation

Kevin Rhone– Director, Client Services

Picking the right time for your company to automate makes me think of the question, “What comes first, the chicken or the egg?” Understanding your partners’ needs and then developing processes and technology to make business easy seems to be a no-brainer. So what is the big roadblock for taking that plunge to automation?

In Amazon Consulting’s Webinar, “Engaging and Empowering Service Providers Through Partner Automation,” I had the opportunity to interview Patrick Simonds, Partner Program Director at Ciena Corporation, to discuss some of the lessons that Ciena learned while implementing a partner automation system. We looked at one of our most recent exclusive channel study, “Service Providers and Cloud Services – Leaders or Laggards” to set the stage for this discussion. (more…)

October 18, 2011 at 7:33 pm Leave a comment

Gifts from Dragons

By Chris Smith, Director of Technology

I’ve known for a long time that we have a fabulous development team here at Amazon Consulting. Recently, I decided to put us to the test by creating a development challenge. How would the team respond when given a tight deadline, and faced with a coding challenge that they had no previous experience with? Sometimes it’s just really fun to kick the anthill and see what happens. As they say, “smooth seas do not make skillful sailors.” I wanted to push the developers beyond their comfort zone so they would be forced to embrace great coding practices, and pull together as a team.

We upped the stakes of the challenge with some strict requirements – our development challenge had to:

■ Add a significant and demonstrable business benefit to our web application

■ Involve the learning of a new technology

■ Require a complete team effort

We also agreed no code could be written prior to the day of the event. With the requirements set, we publicized the challenge internally. Failure would not be an option. With all eyes within the company on us, it was crunch time. What follows is a video summary of the events as they transpired.

Watch the Video!

September 16, 2011 at 7:30 pm Leave a comment

ISVs Still the Strategic Channel Segment at

Strong Growth and Enhanced Toolset for SaaS Developers Announced

Beth Vanni  –  Vice President, Amazon Consulting  

When Denzil Samuels,’s new Channel Chief, asked how many people in the partner keynote session of last week’s Dreamforce event were developing applications using the company’s platform, about 75% of the audience’s hands shot up.   This response reflects the very development-centric make-up of the SaaS leader’s current channel ecosystem.  And, with stats like 97% growth of software OEM partners, 90% increase in ISV revenues and 210% increase in the number of ISV orders, it’s hard to argue this ongoing developer focus. (more…)

September 7, 2011 at 2:57 pm Leave a comment

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