Posts tagged ‘Partner Enablement’

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

Q4 2009 Check-in

By Diane Krakora, CEO

Diane speaks briefly about  partnering priorities this quarter that could very well expand through 2010, including partner program refreshing, optimizing channel spend, breaking into new markets, and internal and external channel sales training.

November 5, 2009 at 1:10 am Leave a comment

HP DOUBLES-DOWN ITS BET IN THE DATA CENTER: Announced Enhancements to PartnerONE Program

Beth Vanni – Director, Market Intelligence

Beth Vanni – Director, Market Intelligence

Today, HP announced enhancements to its PartnerONE program aimed at increasing its focus on data center solutions through its enterprise channel partners.   Since Cisco announced its unified computing system strategy earlier this year, HP’s focus on its data center and ProCurve networking solutions channel partners has been a top priority.   Today’s announcements include both new program requirement as well as sales, marketing and financial benefits.


October 2, 2009 at 9:21 pm Leave a comment

Business and Sales Skills Come of Age: Cisco Partners Increase Investment in “Soft Skills”

Beth Vanni

Beth Vanni

Cisco Gold, Silver and Premium partners are bullish on sales growth this year.  According to the recent Cisco Bi-Annual Talent Survey, they expect sales growth of between 11 – 20% in the coming year.   As a result, maintaining and growing their top talent is a big priority.

A full 78% indicated that they are still hiring technical talent at this time.  Another 84% indicated they are investing heavily in employee development programs.  And their top priority for growing their people’s talent (and their business impact) is solution selling and “soft” business skills.   Despite budgets being tighter, nearly half of these top Cisco partners  (42%) are increasing their investment in their employees’ customer management, selling and business process skills. (more…)

September 8, 2009 at 7:13 pm 1 comment

School is “In” for the Channel: Training is Profitable

Mary Lee Shalvoy

Mary Lee Shalvoy

School may be out for the summer, but in the business world, the need for training never takes a break. It’s a hot topic in our (consulting) circles. Well, it’s not hot in the “this is the latest, coolest thing” kind of way, but more in just figuring out how to manage it in all of its complexities.

If you haven’t already heard, there is an enormous IT talent shortage, which equals a big gap in terms of talent when staffing partners and corporations. It’s been reported widely in the press and on the Web that in order for the big vendors to meet their growth targets, they need to get people up and trained on their products and technology in general.

July 3, 2008 at 7:05 am Leave a comment

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