Posts tagged ‘PartnerG2’

Vendors Say They Want to Empower Partners to Invest in Services, But What Do They REALLY Want?

With Service Delivery being where the margins and customer loyalty lock-down are, vendors are finding it difficult to promote autonomous services delivery for their solution providers.

by Beth Vanni, Vice President

It’s no surprise that vendors have considered increasing partner sales competency the #1 vendor priority for the last several years. Market penetration is essential for long-term growth, and well-connected self-sufficient channel partners make for strong allies. What is interesting, however, is that while vendors consider autonomy an asset in their channel partners and consistently indicate a goal of applying enablement resources to drive partners’ overall competency, they indicate just the opposite when it comes to services delivery.  The results of our 2011 State of Partnering Study reveal that while solution providers are increasingly desirous of services delivery autonomy, vendors are increasingly focused on closer engagement through sharing tools, co-sale mentoring and co-delivery. (more…)

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April 6, 2011 at 9:34 pm Leave a comment

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. (more…)

March 28, 2011 at 1:57 pm Leave a comment

The New Breed of Business Influencer: Do Influence Fees Make the Grade?

by Beth Vanni, Vice President

Reaping tangible business efficiency benefits from technology has long been the quest for end-users, and as such, has been their primary demand from their solution providers.  But, what kind of channel organizations are providing the greatest value around business or industry solutions today?  And are they getting the right kind of support from IT vendors to be effective and remain relevant?

Amazon Consulting research has shown that end-users have a distinct hierarchy of needs of their solution providers.  On the top of that list is the solution provider’s ability to have a comprehensive product and services offering, combined with the ability to be proactive and anticipate their unique needs.   In our most recent research entitled “Influencing the Influencers”, Amazon Consulting identified the current breed of partners offering these tailored business solutions. (more…)

March 1, 2011 at 6:22 pm Leave a comment

The Good News in Bad Numbers

Bob Winter

Bob Winer

Even for a closet nerd like me, the amount of data we have been fed over the last few months has been overwhelming. The fact that 95% of it is depressing doesn’t help either.

That’s why I was tickled to come across this factoid:

“According to the US Bureau of Labor Statistics, through September the overall economy has lost 760,00 jobs, while the IT sector has added 100,000.”

That data point, plus the 75,397 tech jobs posted on Dice.com this morning, underscores the fact that while other industries are suffering job loss, we have a talent shortage in IT.  To validate the IT talent availability situation and to determine the impact it is having on the channel, we made it the focus of our latest Amazon Consulting PartnerG2 Report:  “The 2008 North American Talent Shortage Survey – How current and future talent shortages will affect the high technology channel.”

Here’s the problem
One third of the channel partners we surveyed said the talent shortage was having a serious or critical impact on their businesses, with the most noticeable shortages being in professional and technical services. These two job categories show up as having the biggest talent gaps and the biggest negative impact.

(more…)

November 3, 2008 at 8:11 pm Leave a comment


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