Blog Series: The Old Man and the Channel – with Olivier Choron, Managing Director EMEA, Impartner Part 1: Build it and They Will Come! Background: After more than 20 years in the channel, I sometimes feel like Santiago, Ernest Hemingway’s hero, unlucky in my...
“Entering new vertical markets or industries can be challenging because they require you to understand the dynamics of that industry.” When Partners sell your solutions, your revenue, market share, and profit increases. As a bonus, Partners can give you...
“Your channel partners are not all going to be interested in the same information since they all belong to different markets.” We are all looking to improve our channel communications strategy. Don’t be fooled into thinking you can apply the same approach...
“Building a foundation solidified on trust and mutual commitment ensures successful partner/vendor relationships.” Getting your organization to shift to a partner-centric management mindset will require a change in the way you train your team to interact...
” When it comes to SaaS in the channel, the biggest trend and threat for 2018 and beyond is verticalization.” SaaS/cloud adoption was very strong in 2017, reaching $46.3 billion by year’s end, Gartner predicts. As adoption increased, the IT services...
