Most Recent Blogs

Top 5 Characteristics of a High-quality Citrix Technology Partner

Posted: February 09, 2017   /   By: Mark Bowker   /   Tags: Citrix, channel partner, Enterprise Mobility

 

ESG-Channel-Acceleration-Award-2017.pngLike many of ESG’s clients, I have had the good fortune to observe and work with Citrix for over 10 years. Over these years, I have seen Citrix continue on its journey of innovation for cost-effective and secure solutions that drive workplace efficiency and value. Along the way, Citrix has amassed an impressive ecosystem of Alliance Partners that have globally extended the value to IT professionals.   

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…and they wonder why IT partners aren’t seeing blue skies in the cloud

Posted: December 20, 2016   /   By: Kevin Rhone   /   Tags: channel, cloud, channel partner

 

Cloud_Discussion.jpg

Our vendor clients tell us they have a problem: How do I get my partners to sell more of my cloud solutions? Recent announcements by the big cloud providers may point to some reasons why.

#1: On day one of the recent re:Invent conference, Andy Jassy, CEO of Amazon Web Services (AWS) sent a warning shot to the room full of IT partners: 

"The reality is we are going to direct business to our partners who are committed and who really understand the platform because our customers want partners who understand the details of our platform," he said. "I'm not suggesting that you shouldn't have other partners, that you should dump your other partnerships, but I am saying that I think a strategy of hedging is the wrong one for this time.”

Translation: Nice to see you, but you better get on the AWS train or risk being marginalized!

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In Politics (as in Channel Partnering), It’s All Personal

Posted: November 10, 2016   /   By: Kevin Rhone   /   Tags: channel, channel partner

People Together-7.jpgOK, so here we are at the end of a too-long, too-painful election process. No matter who your candidate was, or whether you are depressed, elated, nervous, excited…or some combination of all of the above, lets’ talk about how we move forward and reflect on what we've learned.

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Partner portals — love that dirty water

Posted: July 07, 2016   /   By: Kevin Rhone   /   Tags: channel partner, partner portal, mdf

partner portalNobody wants to dive into a dark, murky river, and if I had a nickel for every time I heard that a partner portal is only for good deal registration, I’d be rich. There was a time when deal registration was the soul of the portal, and everything else around it was broken, obsolete or hard to find.

12 years ago I remember working on my first partner portal. I thought it was funny that it was basically a gated website that contained much of the same information as the company’s public-facing site. Sure, we would put up sales enablement tools, deal registration, link to an LMS, and post details about the partner program but that was really it.

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OMG! It’s ODM!

Posted: July 06, 2016   /   By: Kevin Rhone   /   Tags: channel partner, ODM

three-letter abbreviationsTLAs (three-letter abbreviations) have now crept into every facet of our lives, and there’s one that is having a major impact on the IT channel.

It’s the early impact that ODM (Original Design Manufacturer) products are having on the way customers think about their data center hardware purchases, and as a result, how channel partners are now adjusting their sourcing and go-to-market strategies.

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Vendors Need to Rethink Their Channel Programs

Posted: June 08, 2015   /   By: Jason Buffington   /   Tags: channel, Data Protection, Information and Risk Management, channel partners, channel partner

In recent ESG research on data protection personas, methods, and channels, ESG looked at ‘who’ is affecting data protection, including IT operations, DBAs, vAdmins, file/storage admins, non-technical stakeholders, and channel partners.

While data protection has historically been very channel-driven, or at least channel-accelerated, recent data shows that there are disconnects between how IT decision makers use channel partners and how vendors hope that channel partners are being used (e.g., pre-sales advocates of their products/services). 

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Channel Partner Battle Royale

Posted: May 29, 2014   /   By: Kevin Rhone   /   Tags: Cloud Computing, IT Infrastructure, ICP, channel partner, integrated computing platform

I’m not talking about the latest UFC event, but the conflict channel partners deal with each day when it comes to solving customer problems – Do I sell a pre-configured integrated computing platform (ICP) like so many of my competitors? Or, do I differentiate my business by creating a Best-of-breed stack on my own that shows unique value to my clients? Our latest research (Channel Partner Transformation: Selling Cloud Services) shows, channel partners are pretty split in between the two options. But they do realize that end-users are responding to vendors' education and outreach about ICP solutions, and 4 of 5 partners believe that over 25% of their revenues will come from ICP solutions within 2 years, if not sooner.

That is good news for vendors like VCE, NetApp, EMC, Cisco, HP, Oracle, IBM, Dell, Microsoft, and VMWare, as they have invested heavily in the development and marketing of joint solutions over the past few years. But partners feel strongly that if the vendor community can enable the community of distributors to provide top notch sales support and technical services around ICP solutions, it would help the channel partner community accelerate their transition to selling these solutions.

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