Kevin Rhone

Kevin Rhone

Senior Partnering Consultant Kevin Rhone helps ESG clients strengthen their partner-centric strategies, programs, and go-to-market execution. Active in the information technology industry for more than 25 years, he has extensive operating experience on a global level and focuses on devising robust channel-growth strategies.

Recent Posts by Kevin Rhone:

Channel Partner Transformers: The Age of Extinction

I was at the movies this weekend and a preview for the upcoming Transformers movie, called the “Age of Extinction,"was shown. In talking with many colleagues in the world of channel partnering, I can’t help but wonder whether the evolving IT consumption model, the growth of non-traditional IT buyers (in line-of-business) purchasing solutions, and the rapid pace at which IT vendors are developing solutions that don’t fit into the traditional model of a one-time transaction will spell “extinction” for a significant portion of the channel partner community.

Our latest research (Channel Partner Transformation: Selling Cloud Services) shows that the drivers for channel partners to transform their businesses include:

  • The amount of customer demand.
  • The fear of missing out and maintaining their “trusted advisor” status.
  • The declining long-term profitability of traditional business models.
  • The vision and commitment by the business owner/leader.
Topics: Channel

Channel Partners: Stuck in Quicksand?…There Is a Way Out

Have you ever been stuck in quicksand? Had the anxiety that you were sinking, and the world was closing in? Well, executives at resellers and other channel organizations in the high-tech world are having these feelings as the IT consumption model is changing, non-traditional IT buyers (in line-of-business) are purchasing solutions, and IT vendors are rapidly developing solutions that don’t fit into the traditional model of a one-time transaction with annual maintenance contracts. But despite these winds of change, ESG research shows that only 1 in 5 channel partners are evolving.

So what is holding channel partners back from reaching out, grabbing that branch, and pulling themselves out of the quicksand? ESG’s latest research (ESG Research, 2013 Channel Transformation Survey, November 2013) shows that channel partners are not evolving their businesses more rapidly because:

Topics: Channel

Video Blog: The Impact of Software-defined Networking (SDN) on the Channel

Topics: Channel IT Infrastructure Networking

Brace yourselves...A seismic shift in IT buying is underway

Recently, ESG completed a research study of Corporate Knowledge workers from small, medium and enterprise companies across North America. One of the key findings of the research was the changes in how applications are purchased by end-users, and the tremendous impact this will have on the way vendors and their partners sell to that new class of buyer. Note: More than 40% of our respondents are now either influencers or decision makers!

Topics: Channel IT Infrastructure Enterprise Mobility

For Channel Partners ... It’s All About Putting Money in the Bank!

Each year ESG surveys over 500 IT professionals within midmarket and enterprise companies to understand how they plan to spend their IT budget in 2013. Since most technology companies depend on an ecosystem of partners reselling their solutions, this is the first in a year-long series of blogs to focus on this research and the opportunities for channel organizations in 2013.

Topics: IT Infrastructure Networking