The 2018 Channel Acceleration Awards: First up, Riverbed Rise

We’re baaaack! Once again, we’ve had the chance over the past year to meet with many IT channel leaders as they use the tools at their disposaltechnology and product sets, program elements and options, resources and teamsin order to gain attention from and drive business through IT partners of all types. One thing that hasn’t changed is that companies are trying to make sure that they climb up the "line cards" and earn mindshare from the top IT partners serving growth markets. It’s a tough job, for sure.

Topics: Channel

New Partner Mantra: 'Show Me (How I Make) the Money'

It's surprising how many channel people we talk to that do not have a clear understanding of how their partners make money selling their products. If they do, they quite often don’t incorporate all the factors affecting partner profitability into their programs.

When we talk with our clients about the importance of a strong economic value proposition to support their recruiting and re-recruiting efforts, they report many of the same challenges:

  • Why aren’t they more engaged?
  • Why aren’t they pushing my new product line?
  • Why does it seem we are doing all their work?
  • Are we recruiting for the right profile with our partners?
Topics: Channel

No One Wants Your Stuff!

OK - This title doesn’t refer to all the great, productive, and innovative products that the IT industry churns out with amazing regularity, and it doesn’t mean that the cloud will make technology products obsolete. It’s just that we have found that customers are a lot less concerned today with ‘what’ it runs on than ‘if and how’ it runs... and by ‘it’ I mean the complex infrastructure and solutions that deliver the business outcomes critical to their companies.

Topics: Channel

Dell EMC World – ESG’s On Location Video Insights

While Dell EMC was busy in Vegas last week talking about Digital Transformation (of organizations) and the IT Transformation (of, duh, IT) that underpins it, many of us were equally interested to see what had, and is, transformed within Dell EMC itself…..the portfolio, the approach, and people’s attitudes (both employees and customers).

I’ll keep this brief because the video we made at the event is a full 7 minutes – but, knowing that in advance, hopefully you’ll find it a valuable 7 minutes as you’ll get succinct insights from not just me but also four of my colleagues - Jason Buffington (on DP), Scott Sinclair (on storage platforms), Terri McClure (on converged platforms), and Kevin Rhone (for the channel perspective).  

Topics: Storage Channel Data Protection Digital Transformation Dell Technologies World

Top 5 Characteristics of a High-quality Citrix Technology Partner

 

Like 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.   

Topics: Channel Enterprise Mobility

2017 Channel Acceleration Awards - Part 2

OK, we’re back… If you are just joining this series, you can check out the previous post and award winners here! If you are back for more, here we go...

Topics: Channel

2017 ESG Channel Acceleration Awards - Part 1

One of the really cool parts about my job is that I get to see, meet, and hear from lots of experienced, focused channel leaders who are constantly trying to pull all the levers at their disposal: technology and product sets, program elements and options, resources and teams… in order to earn and receive more than their fair share of time and attention from IT partners of all types. And that’s not just any old IT partners, but the same ones who all the other b channel leaders are trying to gain time and attention from. It’s a tough job, but someone’s got to do it.

Topics: Channel

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

 

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!

Topics: Channel Cloud Services & Orchestration

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

OK, 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.

Topics: Channel

Is gamification in your training and sales enablement vocabulary?

There is a new way for vendors to encourage channel partner engagement with their products, and it’s called gamification.  When I first heard this term I was like, game-if-a-what?  Now it’s a term that has been accepted as sales enablement lingo, but usage (or implementation) seems to be a mythical as the jackalope.  

Topics: Channel