Small businesses have been unusually hard-hit in these uncertain times. The dynamics of the partner ecosystem is that most of the partners are small business and they serve small businesses. Being a small business myself, I know how precarious cash flow can be. Many of these businesses are seeing their revenues shut down as their [...]
as published in Forbes.com. As we enter an "Era of Ecosystems," we need a different approach and thinking to manage these multi-dimensional and multi-lateral business relationships. I believe the partner management processes that have been developed as a profession are still relevant, but we do need to rethink how we apply them. Nine-way governance models [...]
In early 2018, my colleague Laura Powers, an Agilest Icon, and I held a workshop on Agile Partnering. One of our attendees was Kristina Scott, Sr. Director Partner Enablement, Marketing, Operations at Seclore. Seclore is an emerging security software startup with a broad ecosystem of channels, technology alliances and OEMs. A year after the workshop, [...]
Business models have fundamentally changed from selling and buying gear to responding to how customers consume technology and how it changes their businesses. We are experiencing seismic changes in the tech industry driven by the convergence of SMAC (social media, mobile computing, analytics and cloud technology), the change in technology consumption, the rise of Digital [...]
Do you Have the Right Channel for your Future? The Buyer's journey has changed in the past few years. Has your channel strategy kept up? Have your partners? How are you transforming your channel to address how buyers buy? How is your channel changing to keep up? Here are some facts about the new world: [...]
Partnering Strategies to Accelerate Growth in the Internet of Things For some time we’ve been hearing that Internet of Things is coming. Well it’s here! There are many examples that we probably don’t think much about. Beyond our personal devices: smart phones, watches, Fitbits and all, there are a growing number of consumer appliances and [...]
One of the challenges of professional development is retaining the knowledge and incorporating the new learning into the day to day business practice. Most of us intuitively understand the limitations of classroom training. While most well-crafted training includes discussion and practice exercises, it is through immediate use that learning is best retained and the business results are realized. Reinforcement and motivation [...]
This Blog Contributed by Monica David, Vice President, North America, CustomerImpact What are the critical components in assessing the success of Partner Programs? Clearly, it means putting the Voice of the Partner to work. Successful partner programs need significant investments in technology, products, processes, and people. The goal is to maximize the return on these [...]
One area in which social media is gaining traction is support services.When you combine partners in an interactive forum they become a self-help community.When you add customers to the mix, your partners become very competitive in demonstrating their expertise to the customer base.The result is very organic but very effective way of providing support services. [...]
Findings from a Survey Conducted by Phoenix Consulting Group, June 2009 Social media is gaining presence within partner ecosystems These are natural communities and naturally lend themselves to these media.There has been a trend for some time by large vendor companies to position themselves as the hub in a vendor-centric partner ecosystem. Most have built [...]