Posts tagged ‘Vice President’

Leveraging Social Networks for P2P Collaboration – Are We There Yet?

by Beth Vanni, Vice President

Virtually all companies are now beginning to engage in some type of social media with their customers and their partners.  Facebook and Twitter icons are familiar sights on corporate website homepages, as are links to corporate weblogs. In five short years, social media has become the rule rather than the exception, and conspicuous only by its absence in today’s highly collaborative environment. But for all the customer-facing social media activities, what are vendors doing to foster either Partner-to-Vendor (P2V) or Partner-to-Partner (P2P) collaboration and network building using this powerful medium? (more…)

May 25, 2011 at 5:16 pm Leave a comment

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…)

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

What Business Influencers Want from Vendors

by Beth Vanni, Vice President

For IT vendors, partnering with business influencers is becoming an increasingly critical way to gain a new level of relevancy with end users in the current competitive and tight economy. When it comes to what they expect from their vendors, these solution providers have needs that are very different from traditional channel partners. As our recent research study, Influencing the Influencers: How IT Vendors are Leveraging Partners to Create Business Relevance shows, many vendors and influencers are struggling to meet each other’s expectations as they attempt to put processes in place to leverage each other’s assets and go to market together in a way that demonstrated business impact.

When it comes to what business influencers want from their vendors, our research uncovered three key expectations: (more…)

March 2, 2011 at 7:10 pm Leave a comment

Desktop Virtualization: The Next Battleground in “Journey to the Cloud”

by Beth Vanni, Vice President

Last week VMware Partner Exchange Conference put the company’s cloud strategy back on center stage.  Not surprisingly, desktop virtualization was one of the hot topics of discussion.  After all, with analysts projecting a 75% CAGR over the next five years, the key players in the industry, Microsoft, Citrix and VMware are all battling for a major share of this fast-growing segment..

VMWare executives painted a huge opportunity for partners in the desktop virtualization segment, citing an impressive 12,000 new customers and a 97% increase in partner bookings in 2010 alone.  And, it’s more clear than ever to VMware execs that the continued growth they’re craving can only be achieved with and through their channel partners.   (more…)

February 28, 2011 at 7:46 pm Leave a comment

VMware Continues to Fund its Partners’ Journey to the Cloud

New Enablement, Specializations and Rewards Programs Announced

by Beth Vanni, Vice President

When it comes to partner programs focused on engaging cloud-savvy solution providers, few companies have been as committed as VMware.  Nowhere was this more evident than during the partner program breakout session at this year’s Partner Exchange event, held last week in Orlando. This session, held during lunch, was still packed with partners, all interested in learning how VMware would be enhancing its VMware Partner Network programs to offer them further support.

New rewards to individual solution provider sales reps, market-focused specializations and increased demand generation marketing support were all addressed. But, there was a unique focus on the company’s new partner Specializations.  In fact, Senior Director Global Partner Strategy & Solutions, Colleen Kapase, was quoted as saying: “Specializations is where you’ll want to be to get access to a lot of resources from us.” (more…)

February 21, 2011 at 3:27 pm Leave a comment


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