Visibility into partner behaviors and garnering insight into lead performance are common challenges channel-centric organizations face. During the 2013 SiriusDecisions Summit, Laz Gonzalez, Service Director of Channel Management Strategies, and Matthew Papertsian, Research Director at SiriusDecisions, discussed how organizations can apply the rearchitected Demand Waterfall to the channel. The annual event took place May 8-10 in San Diego, Calif.
Many suppliers still are lacking insight into critical areas of partner businesses, which can significantly impact overall channel lead performance. The session, titled: The Rearchitected Waterfall in the Channel, offered insights into how the waterfall can improve channel lead development and results. In addition, the session provided a variety of problems many suppliers face in managing their channel networks, and how the new waterfall can provide solutions to these issues.
There is an on-going discussion in articles, at events and in offices each day about the part that channels will play in go-to-market for the cloud form factor. Does it have a place? What is that place? What do cloud providers want and need? And is there any money in it anyway?
Resellers can all reflect on the “good old days” of strong margins on hardware, software and support; days when customers could not go online to easily compare pricing and source alternatives or visit the local PC World or Best Buy, and find business-fit IT products with in-store support and break/fix at a level that can work for them in areas of their business.
When you consider that Gartner predicts that 46% of all businesses will have more than half of their infrastructure in the cloud by 2015, versus only 3% in 2011, and IDC is expecting that 85% of new software firms created in 2013 will be cloud businesses, you realize this is something that you ignore at your peril.
For many corporations, developing a partner program is one of the most effective ways to increase sales and mindshare. This especially is true for companies such as AT&T that are seeking to team with optimal service providers that offer valuable, objective insights on identifying areas for improvement and building corporate strengths in a competitive marketplace.
VeloBit, Inc., a provider of SSD caching software, recently announced its addition to the VMware Technology Alliance Partner (TAP) program. As an Elite level partner in TAP, VeloBit will collaborate with VMware to integrate and validate their products with VMware solutions to propel powerful business results for customers.
“We welcome VeloBit as an Elite member of the VMware TAP program,” said Sheryl Sage, Director of Alliance Programs at VMware. “VMware and our Elite partners are driving the convergence of cloud infrastructure and virtualization for our customers, enabling greater efficiencies and reliability. Through the TAP program, companies like VeloBit can extend the benefits of VMware cloud infrastructure to fuel transformation within customer environments.”
Featuring thousands of members around the globe, the VMware TAP program was developed to help provide skill and optimal business solutions for each unique customer environment. All partner solutions are accessible to customers via the VMware Solution Exchange (VSX), an online virtualization and cloud infrastructure marketplace, which helps provide a single point of entry for visitors to discover, evaluate and rate business solutions.