In earlier installments of our Partner-Ready blog series, we discussed the importance of a repeatable sales model and a repeatable delivery model. Both of these elements are relevant to partner economics. In other words, how do your partners make money? One has to assume your potential partners are good business people and will be [...]
I was recently asked if partnering is complex or complicated. This had me stumped because I had always thought of these terms as synonymous. So I did some homework. I found a great article from MIT Sloan that gave me a good working idea of the differences. Here it is in a nutshell: "Complicated problems can be [...]
Ease of Doing Business (EoDB) is frequently cited as a key element in successful partnering. In my business, I often find that partners cite that they partner with the Big Brand Gorilla in their market because they have to—customers demand it. But if they're given a choice, they will lead with the Challenger Chimp, a [...]
Digital business models are revolutionizing how leaders conduct business. This is not just a technology industry phenomenon but one that reaches across industries. With your car having more computing power than your phone from ten years ago, is there any doubt that many industries are heavily technology dependent? Understanding how digital business works makes it [...]
As published in Forbes.com In the world of ecosystem partnering, everyone clamors to be "the trusted advisor," often without fully understanding what that means. Not every partner in your ecosystem can lay claim to that role—a role that, as it turns out, can be multifaceted. It’s possible to claim that role at a strategic level [...]
Is there a recession on the horizon for 2023? Some economists say we are already in one and many others are predicting one for the coming year. Still, other economists point to a growing GDP. I'm not an economist and would not be foolish enough to enter my prediction. Though I do like Fortune magazine's [...]
As Published in Forbes.com Great customer experience (CX) fuels revenue growth. This statement sounds like common sense—plain, simple and supported by many studies over the years. However, it takes on new meaning in today’s world as analysts, sales leaders and executives alike agree the customer journey has forever changed. CX is the crucial element that [...]
as Published in Forbes.com As companies move inexorably to ecosystem business models, this drives many changes in how we conduct business. One of the more elusive aspects of these new models is evaluating how we know they are working. How do we measure success, and what KPIs indicate a healthy ecosystem? Traditional metrics used for [...]
Getting to scale means creating repeatability in the business and for your partners In our continuing Partner-Ready Series, my colleague, Gary Lam and I have repeatedly underscored the importance of creating a repeatable sales model. Here, we give you more in-depth information on the impact of a repeatable delivery model for your software. We also [...]
As featured in Forbes.com - I have been building partnering programs since the ’80s. What surprises me over my career as a partnering professional, and now as a consultant, is that I still have to explain why partners are crucial to business growth and viability. In fact, I can recount times I was grilled by [...]