Posts tagged ‘Partner Strategy’

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.



October 20, 2011 at 2:58 pm Leave a comment

Two-Buck-Chuck Wine: Are Volume-selling and Exclusives Still Relevant Channel Strategies?

By Beth Vanni, Director, Market Intelligence

I have had the good fortune to marry into a large Italian family — a family of fantastic cooks with very sophisticated palates and a great appetite for good wine. During a conversation with my father-in-law over the Christmas holidays, we discussed what constitutes a good table wine. He reminisced about how his father and grandfather always had a big jug of a (mediocre) Cabernet and drank two glasses with every meal. He lamented, despite his current financially comfortable position, how most families can’t afford a good $25-30 bottle of wine at every meal and how there’s a great market to be had for affordable daily wine. The conversation then led to a retailing phenomenon in the wine business that had caught his attention, and the attention of his other wine-purist (dare I say “snob”) friends.

He called it “Two Buck Chuck” wine, available at Trader Joe’s (a west coast specialty grocery chain). The real wine label is Charles Shaw, a label owned by Bronco Wine Co., currently the 8th biggest wine producer in California. Fred Franzia, the company’s President and a shrewd entrepreneur, has the west coast Napa Valley wine vintners up in arms selling a case of his signature Merlot or Syrah for $1.99 per bottle.. yes, $2.00 per bottle. Under $25.00 for a full case. The Charles Shaw label is sold exclusively by Trader Joe’s stores. Bronco sells 72 million bottles of Charles Shaw label wine every year. Says Frazia, “we had the brand, and the other growers had a huge supply of high-quality wine.” And consumers LOVE it — it’s flying off the shelves at Trader Joe’s by the case. The quality is consistent and more than palatable for non-snob wine consumer, and it’s getting strong ratings including a 10/10 rating from So, what’s the relevance of all this to IT products being sold through indirect channels? A fair question… let me explain. (more…)

January 11, 2010 at 9:23 pm Leave a comment

The Quality vs. Quantity Debate: Starbucks as a Case Study in Regional Coverage vs. Quality of Service


Beth Vanni

Beth Vanni

Today’s headlines add to the growing “chicken little” reaction to the U.S. economic woes….   “Starbucks Cutting More Jobs, Closing Stores.”   Now, I’m a pretty loyal Starbuck’s customer (sometimes two Venti ice teas a day!), but also a 25 year channel analyst.   And, my reaction to this headline was a candid “Well, of course they are!”


February 6, 2009 at 11:33 pm 1 comment

Evolution not Revolution – Microsoft’s Partnering Strategy

By Diane Krakora

As Alison Watson, Microsoft’s Corporate Vice President, Worldwide Partner Group, laid out the high level next generation partnering strategy at the Microsoft Worldwide Partner Conference (WPC) in Houston, I was impressed with the partnering machine that is the organization that spends billions — that’s with a B — on partnering every year. They certainly turn out a mountain of programs, initiatives and confusion.   So, during Watson’s keynote at WPC, I ended up expecting more radical ideas and innovative initiatives and yet wanting less for the sake of simplicity.    (more…)

July 23, 2008 at 8:00 am Leave a comment

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