Posts tagged ‘2011 State of Partnering’

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

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

Vendors Say They Want to Empower Partners to Invest in Services, But What Do They REALLY Want?

With Service Delivery being where the margins and customer loyalty lock-down are, vendors are finding it difficult to promote autonomous services delivery for their solution providers.

by Beth Vanni, Vice President

It’s no surprise that vendors have considered increasing partner sales competency the #1 vendor priority for the last several years. Market penetration is essential for long-term growth, and well-connected self-sufficient channel partners make for strong allies. What is interesting, however, is that while vendors consider autonomy an asset in their channel partners and consistently indicate a goal of applying enablement resources to drive partners’ overall competency, they indicate just the opposite when it comes to services delivery.  The results of our 2011 State of Partnering Study reveal that while solution providers are increasingly desirous of services delivery autonomy, vendors are increasingly focused on closer engagement through sharing tools, co-sale mentoring and co-delivery. (more…)

April 6, 2011 at 9:34 pm Leave a comment

Can’t Live with ‘Em, Can’t Live Without ‘Em:

Vendor/Partner Cloud Engagement Models Emerge

by Beth Vanni, Vice President

With both vendors and channel partners jumping on the bandwagon to evolve their services sales and delivery models to reflect a more holistic support offering to the customer, cloud solutions continue to come into the limelight.  And, despite the industry FUD about solution provider disintermediation in the cloud era, current research indicates vendors will continue their dependency on solution providers for customer management around cloud solutions.

The results of our 2011 State of Partnering Study reinforce the importance of close sales and support coordination between vendors and solution providers in promoting both public, private and hybrid cloud solutions in today’s market.  With input from 100 unique vendors, this year’s study results indicate maturing cloud delivery models among the IT vendor community, and expectation for partner involvement are coming into focus. (more…)

March 28, 2011 at 1:57 pm Leave a comment

Plan Your Work and Work your Plan

Does Vendor/Partner Business Planning Really Lead to Results?

by Beth Vanni, Vice President

If IT vendors and solution providers have learned anything from the turmoil of the past few years, it’s the importance of engaging in meaningful business planning – both individually and together.  As signs of recovery come into focus, it’s imperative that both vendors and solution providers understand their mutual dependencies and be able to anticipate each other’s plans and resources to set the stage for future growth.

Our 2011 State of Partnering Study identifies business planning as a highly strategic activity vendors plan to continue to engage in this year.  87% of our 100 vendor respondents said they would continue business planning with their more valued partners and another 48% said they would expand business planning to their next tier of developing partners.  They plan to accomplish two things:  a). better anticipate their partners’ business model evolution and help them navigate and b). assist with partner profitability. (more…)

March 24, 2011 at 3:47 pm Leave a comment

2011 Partnering Trends: Ease of Doing Business and Partner Sales Skills Emerge as Focus

The preliminary results are in from our 5th annual State of Partnering vendor research.  This year’s study was the biggest and most comprehensive yet – with over 100 unique global IT vendors participating – and analyzes in detail the plans and priorities of the vendor community, both looking back on 2010 and ahead to 2011.  This year’s early results show a very specific focus on two long-term issues: increasing ease of doing business and increasing partner sales competency.

When looking at their top challenges for 2010, the top issue for vendors (67%) was recruiting the right partners to provide coverage and capabilities in target markets.  This makes sense, given the continual process the vendor community has engaged in of requalifying partners, and refocusing efforts on key industry penetration and providing growth support to top-performing partners.   But, right behind that was the challenge of becoming easier to do business with.  In fact more than a third of respondents indicated this was their top priority again for 2011 (third highest ranked).   It was ranked fourth in overall priorities in last year’s study and third the year before that.   Clearly, this is an issue most larger vendors cannot solve completely in a year or two.

The focus on increasing sales competency has been consistent in our research over the last several years as well.  In last year’s study it emerged for the first time as the #1 vendor priority (for 2010).  So, when it appeared this year as the #1 priority again.

Download the Executive Brief from the study for more insights.

March 14, 2011 at 6:00 pm 3 comments


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

Share

Categories

June 2017
M T W T F S S
« Mar    
 1234
567891011
12131415161718
19202122232425
2627282930