Posts tagged ‘IBM’

Whose Job is it Anyway? Partnering Automation Imperatives for a Cloud World

Cary Tengler– Director, Client Services

It would be odd to sign up for wireless phone service and not get a detailed monthly bill, right?

And these days you get on-line bill-pay, web chat and customer service options as well. You’re also able to view your voice, data, and text rates, usage and activity in excruciating detail. All of that information, however, comes not from Apple, Google or Nokia, but from your service provider – the wireless carrier. AT&T or Verizon or Sprint is your service provider, so that’s where you expect the “service.”

But in the world of Cloud and SaaS computing solutions, where do channel partners go for support? IT VARs have historically worked with their vendors and distributors, while agents have worked with carriers, CLECs, and other voice and data providers. The increasing adoption of Cloud-based services is causing IT vendors and service providers alike to rethink the role and investment requirements of partner automation, communication, and collaboration tools. (more…)

October 17, 2011 at 7:30 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

Gone are the Days of the Generalist Partner – Even in the Cloud

Salesforce.com Gets Serious about Partner Certification

Beth Vanni – Vice President, Amazon Consulting

When you’re moving fast, sometimes you miss the obvious. The meteoric growth and rapid market support for Salesforce.com’s leading SaaS solutions are a great example.  The company’s rise within 10 years to a $2+ billion dollar organization has allowed them to cut some corners on how they’ve supported and engaged consulting partners.   But, at this year’s Dreamforce conference, we saw a renewed commitment and sense of urgency around helping partners (mostly of the consulting variety) develop one of the most basic value-based attributes — well defined technical and sales competency, in the form of certifications.

Once nearly exclusively focused on ISVs building to their “sales cloud” CRM platform, the SaaS giant now realizes their glaring gap — how to scale their sales and professional services capabilities to meet their growth targets to $5b, $10b and beyond.  They’ve always competed with on-premise software giants much larger and better resourced than they around partnering (think Microsoft, Oracle, IBM, SAP).  But as the darlings of the cloud applications market, Salesforce now realizes how seriously these competitors are retooling their platforms and partnering efforts to come after them….. and their built-on-the-cloud partners.  With a 36% year over year increase in the number of partners overall, Salesforce clearly still has the consulting and ISV partners’ attention.  However, in order to meet their existing sales and deployment projections, the SaaS leader estimates they need just under 3,000 professional services partners globally with well defined sales, service and/or platform capabilities in order to sustain their market leading position. (more…)

September 2, 2011 at 5:17 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

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

HP’s Services Enablement Strategy Proves To Be The Keystone In Creating Its “Franchise” Partner Of The Future

Beth Vanni, Vice President

As the world’s largest technology company, HP continues to enjoy strong growth and market share gains in most product segments. New CEO Leo Apotheker is emphatic in his vision of how HP will leverage the broadest portfolio in the marketplace and its global brand presence to drive this growth into the future through its integrated ‘Everybody on” and ‘converged infrastructure’ customer promises.

As the company strives to be more integrated with its OneHP vision and cross-product go-to-market strategy, how do HP’s partners fit into the mix? (more…)

April 19, 2011 at 1:24 pm Leave a comment

Brand-Franchise Channel Partnerships: Who Do End-to-End Solutions REALLY Benefit?

by Diane Krakora, CEO

At this year’s HP America’s Partner Conference 2011, new CEO Leo Apotheker introduced a newly crystallized set of messaging focused around the ability of HPs broad portfolio to create a “seamless, secure, content-aware experience for an InstantON, connected world.” While certainly admirable, with the proliferation of exceptional products and suppliers from which customers can choose, it begs the question: Who really benefits from the sale of a single company’s end-to-end solution? (more…)

April 14, 2011 at 8:13 pm Leave a comment

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