Posts tagged ‘Microsoft’

SAP’s Cloud Strategy and Partner Ecosystem:

Can the Software Giant become Accessible, Flexible and Mobile?

by Beth Vanni – Vice President

At the recent SAP Influencer Summit, the software giant came out swinging around their ability to extend their market dominance in applications to the cloud arena. But can their approach to partnering be part of that new religion and give them the flexibility, innovation and scale they defend and grow their marketshare against Salesforce.com, Microsoft, Oracle and others?

(more…)

December 22, 2011 at 5:03 pm Leave a comment

Life at Apple after Steve Jobs

Will channels ever hold its own for investment and innovation?

Beth Vanni – Vice President

Apple stands at a crossroads. They are the only major IT vendor that has it all – the cool computing devices, the operating system, and the server and storage technology to run the backoffice. Their thriving community of ISVs and developers is a huge asset…but what most people don’t know is that Apple has a strong, focused channel of indirect partners that help it get to market effectively. In the post-Jobs Apple, the question is whether they’ll finally start to really leverage it to keep their place at the top. (more…)

November 22, 2011 at 9:36 pm Leave a comment

Providing Real Value With a Partner Development Manager

By Susan Pessemier, Consultant

As vendor technologies and partner business models have become more complex and focus more heavily on services, engagement has become most crucial for determining channel relationship success. If done right, little else matters.

So what is currently missing? Solution providers expect more from the vendor enablement process than ever before. It’s not enough to simply get a welcome letter from a channel manager and login credentials to the channel partner portal.

Partners want more hands on support, better guidance during business planning and faster deployment of resources to achieve a quicker return on their vendor relationship. In fact, most partners expect to start selling in the first six months of entering a vendor relationship and to achieve an average ROI of 200 percent in the first 12 months.

Vendors need to start transitioning partner management from a program management function to a true business development function within the next 2-5 years and the way to begin this process is to build a suitable role for someone to lead the charge. In Amazon Consulting’s Thought Leadership Brief on “The Strategic Role of the Partner Development Manager,” we discuss what it takes to enhance your team with this new channel leadership role.

(more…)

October 20, 2011 at 2:58 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

To Write or Not to Write – Hasn’t that Always Been the Question?

Can yesterday’s VARs ever emerge as tomorrow’s Cloud developers?

Beth Vanni – Vice President, Amazon Consulting

When your children are young, it’s hard as a parent to not sit longingly and dream about all the wonderful things your kids could be, could learn, could accomplish.  Can they apply themselves in school enough to be a doctor?  Will they do humanitarian work?  Is pro sports in their future? How can they live up to their full potential, and how can I as a parent help them do that?

The long-standing debate about whether the generalist VAR business model is a thing of the past reminds me of this brain teaser.   Should VARs “grow up” and invest in a datacenter to become an MSP?  (more…)

August 8, 2011 at 4:45 pm 1 comment

Sub-dude

by Diane Krakora, CEO

The 2011 Microsoft Worldwide Partner Summit kicked off today in Los Angeles with a tone previously un-experienced at a conference. No rock and roll band jamming “it’s a beautiful day” at 8am – a respectable 9am start time with a cool, but understated, synchronized dance act from Japan –  with the message “there is power in walking together”. The opening video segment highlighted a Japanese software company that developed a cool app on Azure to help quake victims find people, share stories and photos and connect with each other. It was a good example of winning together (the conference theme), however a bit sobering to recall the tragedies befallen the globe in the last 365 days. (more…)

July 13, 2011 at 6:58 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

Older Posts


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

August 2017
M T W T F S S
« Mar    
 123456
78910111213
14151617181920
21222324252627
28293031