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March 18, 2013 at 5:18 pm Leave a comment

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.

(more…)

December 7, 2011 at 6:11 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

ISVs Still the Strategic Channel Segment at Salesforce.com

Strong Growth and Enhanced Toolset for SaaS Developers Announced

Beth Vanni  –  Vice President, Amazon Consulting  

When Denzil Samuels, Salesforce.com’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 Force.com 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

In a cloudy world… does the network matter?

by Diane Krakora, CEO

In this rush to “everything as a service”, has the network – the highway to the cloud – gotten lost? We all KNOW we need routers, switches, hubs and security to access all the goodness the cloud can offer us. Does the quality of the network matter? (more…)

July 12, 2011 at 7:40 pm Leave a comment

It’s Hard to Teach a Partner to Fish When You’re Not Fishing Yourself

Beth Vanni – Vice President

There is a definite desire on the part of vendors to actively market their technology to business decision makers. In fact, in our recent Influencing the Influencer Study, 86% of vendors indicate that succeeding in selling business relevant solutions through partners is very important to them. Yet in this same study, 62% of vendors say that they have only achieved average results in this arena. Another 25% say they themselves do not have a strong focus on business decision makers, but rather are selling to IT decision makers — where the focus is on products, and not solutions.

This type of selling is in conflict with the sales and marketing direction many of these IT vendors give to their channel partners today;  namely, to be true solution providers actively try to penetrate new markets by demonstrating business value. The problem? How can vendors teach partners to do what they don’t have a fundamental sales and marketing commitment to do themselves? (more…)

June 23, 2011 at 3:44 pm 1 comment

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