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WHITEPAPER: Create Loyalty in a Cloud-Based Market
The reseller market is shrinking. Traditional VARs are consolidating and born-in-the-cloud resellers are starting to make their mark. Increased competition is emerging from many directions, including telcos and new cloud technology vendors. So what’s a channel manager to do?
First, embrace the change. It’s not coming tomorrow. It’s here today, so it’s time to transition. Start with these action items to leverage your existing partner strategies:
Build relationships.
Control churn.
Align with your customers.
Work smart.
Keep your eyes on the prize.
In the increasingly complex world of cloud resellers, it’s important to remember the channel basics: reward partner engagement, incent product knowledge, maximize sales-tool utilization and celebrate closed deals. But take the time to incrementally adjust your past successes to address current challenges.
First, embrace the change. It’s not coming tomorrow. It’s here today, so it’s time to transition. Start with these action items to leverage your existing partner strategies:
Build relationships.
Control churn.
Align with your customers.
Work smart.
Keep your eyes on the prize.
In the increasingly complex world of cloud resellers, it’s important to remember the channel basics: reward partner engagement, incent product knowledge, maximize sales-tool utilization and celebrate closed deals. But take the time to incrementally adjust your past successes to address current challenges.
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