Tag Archives: SAP
SAP’s Cloud Strategy and Partner Ecosystem:
Can the Software Giant become Accessible, Flexible and Mobile? by Beth Vanni – Vice President At the recent SAP Influencer Summit, the software giant came out swinging around their ability to extend their market dominance in applications to the cloud … Continue reading
December 22, 2011 | Leave a commentProviding 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 … Continue reading
October 20, 2011 | Leave a commentGone are the Days of the Generalist Partner – Even in the Cloud
Salesforce.com Gets Serious about Partner Certification Beth Vanni – Vice President, Amazon Consulting When you’re moving fast, sometimes you miss the obvious. The meteoric growth and rapid market support for Salesforce.com’s leading SaaS solutions are a great example. The company’s … Continue reading
September 2, 2011 | Leave a commentTo Write or Not to Write – Hasn’t that Always Been the Question?
Can yesterday’s VARs ever emerge as tomorrow’s Cloud developers? Beth Vanni – Vice President, Amazon Consulting When your children are young, it’s hard as a parent to not sit longingly and dream about all the wonderful things your kids could … Continue reading
August 8, 2011 | 1 CommentIt’s Hard to Teach a Partner to Fish When You’re Not Fishing Yourself
Beth Vanni – Vice President There is a definite desire on the part of vendors to actively market their technology to business decision makers. In fact, in our recent Influencing the Influencer Study, 86% of vendors indicate that succeeding in … Continue reading
June 23, 2011 | 1 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 commentThe Virtual vs. Vicious Cycle: Effectively Supporting Alliance Sale Teams to Foster Success
By Beth Vanni, Vice President Seasoned IT vendors know how critical the role of field sales is in the long-term success of an alliance partnership. Despite all the other metrics around joint branding and visibility and penetrating key accounts, field … Continue reading
February 18, 2011 | Leave a commentAll Politics are Local
Building the Right Field Sales Relationships is Critical to Successful Alliance Partnerships By Beth Vanni, Vice President Alliance deals are usually envisioned and formalized at the headquarters level, but it is in the field where sales are where customer success … Continue reading
February 17, 2011 | Leave a commentBridging the Gap Between Strategic Alliances and Channel Partnerships
By Cary Tengler – Senior Consultant, Amazon Consulting In recent years, economic conditions have driven companies to emphasize the channel side of their business as a way to meet their need for immediate revenue. As the economy begins to recover … Continue reading
December 9, 2010 | Leave a commentAdd to Google
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