Mid-Year Check: Channel Development Goals for 2010

Beth Vanni – Director, Market Intelligence Where has the time gone? It’s the end of July already and with many company’s fiscal year’s more than half-way over, it’s a great time to sanity check progress toward your channel development goals … Continue reading →

Sharing IP is Only Part of Services Success

Partner willingness to adopt vendor’s methodologies and IP is not a “one size fits all” strategy Beth Vanni – Director, Market Intelligence In our recent research focused on the hot topic of engaging the next generation of services-centric partners, we … Continue reading →

Engagement Models Pose Biggest Challenge in the Services Market

Lack of clarity and alignment between vendor and solution provider pose roadblocks Beth Vanni – Director, Market Intelligence Because “services” is such a broad category, successful solution providers most effective in delivering professional, managed and support services have distinct and … Continue reading →

The Untold Story: Solution Provider’s Cloud Computing Concerns

Beth Vanni – Director, Market Intelligence Half of the top channel enablement priorities for vendors in 2010 relate to improving their solution providers’ services capabilities. However, in our recent study conducted with Integrated mar.com entitled “Engaging the Services Partner” solution … Continue reading →

Services Growth Strategies – partner and services types

Beth Vanni – Director, Market Intelligence In our Q2 Study focused on, “Engaging the Services Partner,” we discovered a high correlation between those partner types that are most mature and those that are expected to grow the most in 2010. … Continue reading →

The Five Business Models of Cloud Providers

From affiliates to developers, there’s a place for many partner types in cloud computing Beth Vanni – Director, Market Intelligence In the channel ecosystem of Cloud Computing, we see five distinct partnering roles emerging that are critical to the effective … Continue reading →

First Things First – Cloud Vendor as Friend or Foe?

By Beth Vanni Emerging channel engagement models in cloud services delivery There I sat at the recent Baptie Channel Focus conference listening to channel executives from Microsoft and NetApp talk about their vision for c loud services.  Now, I’ve sat … Continue reading →

Cisco’s New Services Strategy