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.

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.