Posts tagged ‘Deal Registration’

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

People and Pay-for-Performance are Vendors’ Top Spending Priorities

Beth Vanni – Director, Market Intelligence
Amazon Consulting

What channel spending is viewed as having the highest ROI for vendors?  And what investments are vendors planning to reevaluate or reduce this year?  Data from the Amazon Consulting 2010 State of Partnering Study indicates that the pendulum has swung back in favor of people as the vendor channel investment with highest ROI. Yes, good old partner-facing staff.

2010 was a tenuous year for many channel sales mangers.  A number of companies made significant changes to their field and phone-based coverage model and reevaluate both the number and type of partners a field channel sales manager would support.  And, those vendors that didn’t make changes were reevaluating compensation plans and core performance criteria for 2010.  Ironically enough, data from other Amazon Consulting research indicates that the top five vehicles solution providers want to use for two-way communication and collaboration with their leading vendors are all face-to-face:  local regional events, user groups, partner advisory councils, annual partner conferences and discussions with vendor’s staff were all highly ranked vehicles.  (more…)

April 21, 2010 at 10:54 pm 1 comment

Websense Announces Channel Program Enhancements and New Channel Chief

By Beth Vanni, Director of Market Intelligence

In the last three years, Websense has made big strides in both its market position and the maturity of its channel engagement programs. Once known as the small, web filtering McAfee challenger with an unclear commitment to channels, the company announced a number of key product, program and executive management changes at their Annual Partner Conference last week which indicate their continued and serious commitment to success in the channel and as a leader in enterprise security.

1. The company announced a new, simplified U.S. margin structure and greater incentives for deal registration and license renewal migration to their Websense Security Gateway and v10000 appliance products. In a subscription licensing world, securing renewals and upselling to their broader portfolio is critical.

2. Their core partnering program now offers an impressive variety of co-marketing and sales prospecting tools to make it easier for partners to do demand generation work, including a turnkey Harte Hanks telemarketing services and a direct marketing & appointment setting campaigns offered by a local marketing firm called Binary Pulse. Yet another offering was announced with Bridgemetrics for building custom landing pages and microsites.


February 4, 2010 at 10:09 pm Leave a comment

What’s the Deal? Multi-vendor “DealReg” Is Here

Live from Diane’s Desk –  weekly update on what’s happening around Amazon Consulting – channel news, trends and partnering matters.

Diane highlights vendor’s need for clear visibility into deal pipeline and new solution to make it easier for channel partners to register multiple vendor deals in one partner portal.

June 23, 2009 at 2:15 pm Leave a comment

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