Posts tagged ‘Partner Program’

Our Approach to a Unified Global Partner Program

by Diane Krakora – CEO

We have been discussing partner specializations over the past few weeks, so I’d like to share a story of partner program and defined specialization success. Imagine a corporation that, after a period of growth by acquisition and a focus on indirect sales, could attribute about 40% of worldwide annual revenue to channel partners. However, such growth led to disparate partner programs functioning independently and undefined specialization requirements. Such was the case for Quest Software when we first met them. (more…)


December 19, 2011 at 7:21 pm Leave a comment

2011 Partnering Trends: Ease of Doing Business and Partner Sales Skills Emerge as Focus

The preliminary results are in from our 5th annual State of Partnering vendor research.  This year’s study was the biggest and most comprehensive yet – with over 100 unique global IT vendors participating – and analyzes in detail the plans and priorities of the vendor community, both looking back on 2010 and ahead to 2011.  This year’s early results show a very specific focus on two long-term issues: increasing ease of doing business and increasing partner sales competency.

When looking at their top challenges for 2010, the top issue for vendors (67%) was recruiting the right partners to provide coverage and capabilities in target markets.  This makes sense, given the continual process the vendor community has engaged in of requalifying partners, and refocusing efforts on key industry penetration and providing growth support to top-performing partners.   But, right behind that was the challenge of becoming easier to do business with.  In fact more than a third of respondents indicated this was their top priority again for 2011 (third highest ranked).   It was ranked fourth in overall priorities in last year’s study and third the year before that.   Clearly, this is an issue most larger vendors cannot solve completely in a year or two.

The focus on increasing sales competency has been consistent in our research over the last several years as well.  In last year’s study it emerged for the first time as the #1 vendor priority (for 2010).  So, when it appeared this year as the #1 priority again.

Download the Executive Brief from the study for more insights.

March 14, 2011 at 6:00 pm 3 comments

Blue Coat: Making their Partners Successful

Bill Marcus – Director, Client Services (Amazon Consulting)


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November 4, 2010 at 9:37 pm Leave a comment

Oracle PartnerNetwork Announces a New Level of Specialization

Diane Krakora, CEO

At the Oracle OpenWorld event earlier this month, Judson Althoff, SVP of Worldwide Channels and Alliances announced several enhancements to the PartnerNetwork program. For one, they added a new level of stratification to the program – the Diamond level. This 5th level of the PartnerNetwork program provides dedicated support from an assigned Global Alliance Manager and Global Oracle Executive Sponsor, annual Global MDF Allocation and access to exclusive benefits at the same cost at Platinum Level. To attain this prestigious level, the global partner mush have over thirty specializations and 5 advanced specializations (see below). The partner needs to have combined co-sell and resell revenues totally over $40 million annually and be distributed across three or more Oracle regions. Judson announced that Accenture and Infosys have already attained the Diamond level. Will anyone else? Thirty specializations? Out of the fifty Oracle currently offers? Does it make sense to create a programmatic level that less than 10 partners will attain? (more…)

October 11, 2010 at 4:50 pm Leave a comment

Sophos Value – Based Global Partner Program Adds to the Bottom Line

Working with Amazon Consulting, the security vendor crafts and implements a new structure, resulting in consistent messaging, increased partner satisfaction and increased revenue, among other things.

Bill Marcus, Director of Client Services, Amazon Consulting

Recently, security software company Sophos hit the proverbial wall with its decentralized channel strategy. For some time, the company’s global regions had operated autonomously when it came to market strategies and partner programs. As Sophos grew its business, this approach was becoming increasingly costly and wreaking havoc on the company’s bottom line and its ability to build sales. (more…)

September 30, 2010 at 7:38 pm Leave a comment

OPN Specialized: The First Step to a Value-Based Channel Program?

Beth Vanni – Director, Market Intelligence

Oracle has a lot to talk about these days – six new acquisitions completed or pending since the beginning of 2010, details about the Sun integration rolling-out, and their FY10 financial results which include a 20% increase in partner transactions year-over-year. The Redwood Shores giant is, no doubt, a global industry leader with a massive portfolio and influence to match.

But the news yesterday on the kick-off of their new OPN Specialized program was a tad less groundbreaking. Of course, Judson Althoff’s Worldwide Partner organization produced a very thorough, professional web event, with endorsements about the value of the channel to Oracle’s success and how critical partners’ investment in certifications is. Everyone chimed in — all four major executives, training people, product people, and partners themselves. The main message was that because of the breadth of the Oracle portfolio (10,000 products), it’s more critical than ever for partners to become specialized in their product or services expertise. Charles Phillip’s quote was “we don’t need a bunch of generalists.” (it’s on eChannelLine today) (more…)

July 1, 2010 at 4:22 pm Leave a comment

Autodesk Media Day: Does Customer Centricity Lead to Partner Centricity – or Vice Versa?

Does customer centricity lead to partner centricity – or vice versa?

Autodesk recently announced a shift from a vertical market focus to customer centricity. This evolution has big implications for Autodesk’s 1,900 channel partners globally, who are nearly exclusive with Autodesk, generating 95+% of their business from Autodesk solutions. Instead of segmenting customers and the partners that serve those customers by 9 distinct vertical market types, Autodesk has condensed certifications into three groups.  The goal of this evolution is to become easier to do business with, by providing the partners with greater access to products to better serve their customer base and the ability to maximize the partners’ use of their trained resources across a wider customer set.

See Also:
The Cost of Complexity Study | Executive Brief

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April 12, 2010 at 10:14 pm Leave a comment

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