Comments
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@ThomasLah - Cisco is an excellent example of a vendor that enables its partner ecosystem (2-tier) to be successful in delivering customer success capabilities. They offer customer success trainings at all levels and examinations to certify qualifications of their partners in delivery of customer success capabilities. Here…
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Question 7 from Nellie: Do you see compensation for partner managers changing in XaaS business models? The interesting thing about comp models is I can go from company to company and see different comp models in each company for partner managers. The "old" comp model that is based purely on a Disti - Reseller model where…
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Question 6 from Regan: A lot of the references are about resell. How does LAER apply by different partner types: GSIs, MSPs, Cloud Providers? Great question, Regan! I am doing some work on the individual partner types and how they are evolving under the as-a-Service transformation we are all seeing in the marketplace. Some…
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Question 5 from Anjana: How do you evolve a channel strategy from classic on prem sales to a cloud as-a-service model? What kind of discounts and incentive strategy would you recommend? If a vendor has a large number of partners, how do you distribute the leads across them? Answer: First of all, as @Steve Frost covered in…
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Question 4 from Adam: Adam is from New Zealand - Thank you for staying up in the middle of the night to join the webinar live! Here is his first question - It would be great if you could provide specific resources or books from Geoff Moore who you mentioned (in this webinar) to help people with their Go to Market strategy.…
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Question 3 from Jason that @Steve Frost and I addressed in the webinar, but we can add on here: Our company is transitioning from an annual based service renewal to a subscription based. What is the best way to transition to this model with our partners? Should we grandfather in existing customers in this format and just…
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Question 2 from Scott: The tasks and responsibilities you are espousing here (such as explaining customer success methods to partners) do the best companies have the PARTNER team or CHANNEL team do these things or other core parts of your organization who own the specific function, lead the way? Answer from @Anne…
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Question 1 from Keith: To confirm, you mean capability training. You mean technical training on how to use the product? Answer from @Anne McClelland - Great question, Keith. Although both sales training and technical training are extremely important, and especially around your XaaS offers, what @Steve Frost and I are…
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Hello @Steven Forth - sorry I didn't get to your question in the webinar on Wednesday. These are great questions and lots of depth there for sure. Ideally the ultimate desire with an ecosystem is to have one that is engaged and energized around the vendor's offering as the "platform" or as I talked about in my TSW Live!…
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@Christine Sei - thank you for your question and good to hear from you! I answered it on the webinar but I'll add some more info here... Of course in the traditional, transactional partner realm, we measure our partners' success in typically pure revenue terms, so revenue (in a sell through sense) per year, per quarter,…
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@Alexander Ziegler this is an excellent question (both parts of it). 1) is there any payment from the partners to the vendors for the data, and 2) any issues with GDPR that vendors have seen who have these telemetry systems in place. Rather than a quick poll to ask it, it would be easier and more efficient for me to follow…
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Hello @Florent LECLERCQ thank you for asking this important question, and everyone's responses are truly helpful here. I am getting ready to schedule a readout for those who, like Dassault Systemes, who participated in my XaaS Partner Trends and Directions survey, and while crawling through the data, I have found that…