Tag Archives: 2011 State of Partnering
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 … Continue reading
May 25, 2011 | Leave a commentPre-sales Prospecting: The New Channel Competency Imperative
Beth Vanni, Vice President For as long as there have been indirect channels for IT products and services, vendors have sought the attention, investment and loyalty of channel partners for one primary reason — to expand their market reach. The … Continue reading
May 11, 2011 | Leave a commentVendors 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 … Continue reading
April 6, 2011 | Leave a commentCan’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 reading
March 28, 2011 | Leave a commentPlan Your Work and Work your Plan
Does Vendor/Partner Business Planning Really Lead to Results? by Beth Vanni, Vice President If IT vendors and solution providers have learned anything from the turmoil of the past few years, it’s the importance of engaging in meaningful business planning – … Continue reading
March 24, 2011 | Leave a comment2011 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 … Continue reading
March 14, 2011 | 3 CommentsAdd to Google
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